Here is the secret behind lead generation.
Last month at the Nick McLean Real Estate Group our team distributed over 800 leads and 200 phone calls to our team members. That is a total of 1000 leads in one month.
Many real estate agents struggle because they don’t have enough opportunities to have a successful career. Our team struggles because we are distracted by too many leads. So, be careful what you wish for.
After a decade of lead generating at a high level, I have learned a few things that I want to share with you.
To lead generate you have to tap into the consumer’s mind. What problem are you solving for them in their life currently?
The most famous radio station in the USA is ‘WIIFM’.
What Is In It For Me?
Every time you say something or advertise as a salesperson the consumer is thinking WIIFM.
If the first thing the consumer thinks is what is in it for the real estate agent (Commissions) you are done. The first thing must be a value proposition or a benefit to the consumer.
Remember this. The consumer doesn’t care about us first. They care about themselves first.
So, let’s break it down.
What do buyers want? Answer Homes.
What type of homes?
Where are the homes?
What age are the homes?
What will purchasing a home do for them?
Go even deeper…
Do they want a good deal or a great deal?
Do they want more options to look at or fewer options?
Do they want more information or less information?
Create a service that provides a service that fulfills a need to the consumer. This is the essence of lead generating.
Now go take action. Go out there on social media, an email database, letters, or even phone calls and pitch an offer of value to the world. Nobody ever generated a lead by taking no action.
Nick McLean Real Estate Group
PS. We honestly have too many leads. If you think your career would blossom if you had more opportunities to call, email, text let’s set up a confidential meeting on zoom to talk about your real estate career.