10 Days of Pain for 1 Day of Closing.

By
Real Estate Agent with Kimberly Howell Properties (210) 646-HOME

A man in obvious pain.Excruciating Pain.

I have yet to meet a real estate agent that is willing to state, "I love lead generation."  It's the one thing we all seem to hate.  Whether we dislike the rejection, the awkward silence on the other end of the phone, or just feel uncomfortable intruding; we all go through periods where getting us to call and convert leads (for the record, I hate that word) is akin to having root canal surgery with a rusty spoon and no Novocaine.

In Chapter 8, "Social Media and Lead Conversion", of Ben Kinney's ebook Soci@l (which you can download for free at the RainCamp page on ActiveRain), Ben discusses his aptly titled 10 days of pain.  When I first read the book, I chuckled over the title of this and thought of how many times I sat in front of the phone about to call a new lead.  Picking up that phone is like lifting a few thousand pounds on that first call.  It's painful.  Every time though, as the conversation begins, I find myself thinking, "why was this so hard to do?"  Conversing with people is something I can do.  It seems picking up the phone is the hard part.  The actual act of lifting the receiver is where the pain is.

The 10 days of pain campaign that Ben Kinney has developed gave me three things to think about - 1) how am I at converting leads, 2) a funny way to describe it (a little humor makes everything slightly less painful), and 3) actionable steps that I can implement (often I find there's a lot of talk about how to convert, but not enough substance in the form of a simple how-to).  While I won't attempt to summarize the 10 days of pain here (you can read about it for yourself), I do think this is something I can personally implement.  One of my goals this year is to really buckle down and get the conversion part of the business a bit more refined.

How much are you willing to give?

Ten days sounds like a lot at first.  That's more than a week!  Immediately after reading the chapter, I thought about it for a few minutes.  Am I willing to through 10 days of pain to get one day of closing?  The answer is obvious?  Of course!  Ten days of pain beats thirty days of pain because I have not closed a transaction.  In my recent time away from real estate, I had the ability to truly look at my real estate business and analyze what I liked, what I didn't like, as well as what was working and what wasn't working.  I was able to step back and look at my business from a new angle - one which didn't require me to deal with the daily work of being an agent (it's easy to get distracted from the tough questions when you're working hard).

Once I compared the ten days of pain to one day of closing, I began to think of it in a different light.  Ten days suddenly seems a little easier to swallow.  We all want more closings, yet we all struggle to do the things necessary to get the leads turned to clients that will get us to those closings.  Tom Ferry and I have been building a plan for the year for myself (thanks to the free coaching calls I received via ActiveRain) and I can already see how implementing Ben Kinney's 10 days of pain will help me implement some of the work that Tom and I are discussing (more on that later).

Looks like I'll be experiencing a painful year and somehow, that's exactly what I want.

photo courtesy of Racchio

 

 

This blog post is a review of Soci@l: Attract Friends, Followers and Connections to Your Business. Soci@l is a free download written by Ben Kinney in conjunction with ActiveRain and Jay Papasan. In exchange for downloading the free copy of Soci@l and writing this review, I have a chance to win a free iPad and I'm getting 2000 ActiveRain points.

Download a free copy of Social here and find out how you can have a chance to win an iPad and be guaranteed 2000 ActiveRain points.

close

Re-Bloggged 4 times:

Re-Blogged By Re-Blogged At
  1. Jennifer Dulmaine 06/19/2010 11:43 PM
  2. Linda Sabo 06/24/2010 10:48 AM
  3. Lenn Harley 06/25/2010 12:05 PM
  4. Gloria Soria 06/25/2010 11:09 PM
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the balloons to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
ActiveRain Community
Groups:
Be The Best In Your Field
Club Chaos
Realtors®
RE/MAX Active Rain Bloggers
"Whacked"!!!
Tags:
10 days of pain
social
ben kinney
ebook
lead
conversion

Comments 66 New Comment

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the lamp to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Rainmaker
296,575
Jean-Paul Peron
Carova Beach - Living & Working in 4-Wheel Drive
The Outer Banks Real Estate Copmpany

Great post.

 

I DL the eBook and will start it once I finish 2010 Trends.

June 26, 2010 04:54 PM
Rainmaker
270,627
Matt Stigliano
Kimberly Howell Properties (210) 646-HOME

Michelle - Yeah, definitely not cold calling - you'll find me doing that right after I take up knocking on doors.  The idea of the 10 days of pain and what I'm talking about revolves around those leads that come in that aren't referrals or anyone you "know."  Whether you buy them from a service, get them from your broker or company, or bring them to you yourself (through blogs, websites, IDX, Twitter, Facebook - doesn't matter) - these leads are not necessarily in a state where they think you're the best agent for them...yet.

We've all had that sign up on our website that we email or call back and we don't hear from.  The 10 days of pain is just a way to try harder to hear from them.  To find out what they're looking for, to find ways we can help them, and to (hopefully) have them as a client.  Internet leads are one of hardest to cultivate because of the mask of anonymity.  Someone can surf your site all day long and never have to speak with you.  They might use your site for all their research, but they choose their uncle as their agent.  Without some sort of direct communication between you and that consumer, in all likelihood, you will not be their agent.  Communication builds the trust that we're all seeking.

June 27, 2010 08:52 AM
Rainmaker
139,151
Michelle Fradella-Barfuss
Marketing Coach - Keller Williams Realty Professionals

I agree.  A great way to start the communication and build a relationship is to create "landing pages" that offer free tips/information for buyers or sellers (each landing page is set for a specific purpose and a specific type of prospect), in exchange for just their email address.  Then you can have a system set up that will keep in contact (through an autoresponder), with more free information and tips that helps build rapport with potential clients.  It's all about building that relationship.  People don't trust "salespeople", but they gain trust with people who give them value, and they end up being more reliable and loyal clients in the long run.

July 01, 2010 10:41 AM
Rainmaker
260,268
Wayne B. Pruner
Tigard Oregon Homes for Sale, Realtor, GRI
Oregon First

I downloaded that book a while back and never read it. Thanks for the reminder.

August 20, 2010 12:01 AM
Rainer
280,130
Pete X-GRI, CDPE
Orange County, CA Investment to Luxury Property-
I feel your pain and also the pain of spammers. Marked for clean up.
January 16, 2013 11:36 PM
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the house to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Rainmaker
270,627

Matt Stigliano

Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the magnifying-glass to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase: