Why Most Real Estate Agents Do Not Succeed

By
Real Estate Broker/Owner with Envelope Real Estate Brokerage Inc

I was talking to an agent who I had referred some business to in Alberta and in our discussion, she wondered what she could do to maintain a consistent growing real estate business instead of the yo-yo business she has now. Great one month, slow the next, great for two months, slow again.

I spoke to her about lead generation and prospecting and it was like I swore to her! I know most real estate folks know this but for some reason, do not prospect or lead generate daily.

Here is an outline of my thoughts about lead generation that I sent to her.

  1. You are in a lead generation business, period
  2. Lead generation is all about creating opportunities and relationships
  3. Your scripts and dialogues must be about them, not you. Ask questions.
  4. You have to be organized so a contact management system like Agent Office or Top Producer will do wonders for your business.( I know of no top producing REALTOR that does not have one)
  5. Lead generation is a combination of two things: prospecting and marketing and you should know the difference.
  6. Your business should be a mix of new customers, referrals and repeat clients.
  7. You will not experience problematic market shifts if you consistently lead generate properly.

 

    It is so simple yet so few do it, how sad. If your business is slow, you are not doing one or all seven of the above. 

Posted by

Ty Lacroix Broker of Record & Owner

          

'NOT ALL REALTORS* ARE THE SAME', One call or email to me and you will know why!

Your London and S/W Ontario source for results!

519-435-1600   www.enveloperealestate.com

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Anonymous
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You're right, most agents forget as soon as they get busy that lead generation is the beginning of all good things in real estate!

Dec 06, 2011 01:22 PM #1
Rainmaker
333,353
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

Stuart, right on, too busy being busy with the wrong things,Ty

Dec 06, 2011 02:33 PM #2
Rainmaker
826,817
David Spencer
Keller Williams Team Realty - Bloomingdale, IL
Chicago Area Commercial-Residential R.E.

Lets see, I need to Christmas shop today. I'don't have any pending business, so I can put it off to Janyary.

Dec 06, 2011 07:43 PM #3
Rainmaker
895,502
Brian Madigan
RE/MAX West Realty Inc., Brokerage (Toronto) - Toronto, ON
LL.B., Broker

Ty,

I think you are quite right. You have to keep at it on a regular basis.

Brian

Dec 06, 2011 07:51 PM #4
Rainmaker
335,263
Marti Garaughty
garaughty.com - Montreal, QC
a highly caffeinated creative type. The Art of Mar

garaughty, abstract art, graphic design, WordPress consultant, branding, marketing

Dec 06, 2011 10:41 PM #5
Rainmaker
333,353
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

David, yes and when January comes, then January is the month for getting organized and then February might be too cold or too hot so why not wait untill the Spring!

Ty

Dec 07, 2011 11:50 AM #6
Rainmaker
333,353
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

Brian, I agree and I feel 2-3 hours a day is a recipe for success.

Ty

Dec 07, 2011 11:51 AM #7
Rainmaker
447,863
Malcolm Johnston
Century 21 Lanthorn Real Estate LTD., Trenton, Ontario - Trenton, ON
Trenton Real Estate

Ty your advice is absolutely correct. I'm busy now because of the lead generation I was doing six or seven months ago, and if I'm not busy in six or seven months it's because of my lack of activity right now in the lead generation department.

Dec 07, 2011 11:57 AM #8
Rainmaker
333,353
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

Malcolm, success leaves clues.

Ty

Dec 07, 2011 12:06 PM #9
Rainmaker
391,802
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

Lead generation is THE name of the game when you are an independent business. It's a habit worth developing.

Dec 14, 2011 11:04 PM #10
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Ty Lacroix

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