Taking Real Estate from Hustle to Harmony: CHAPTER 3

Lead Generation, It's a numbers game!

Trust your intuition when it comes to client selection—taking on clients who aren't a good fit will cost you more time, energy, and money than turning them away. The contrast between working with ideal clients versus poor-fit clients will clarify what you truly want in your business.

• Learn the language of sales to effectively communicate with different personality types
• Take a DISC profile assessment to understand your natural communication style
• Create a consistent lead generation strategy that doesn't pause when working with clients
• Avoid the feast-or-famine cycle by maintaining prospecting habits year-round
• Focus on personal development to change your self-image and break limiting patterns
• Get 1% better every day instead of seeking "magic pill" solutions
• Find accountability partners to practice objection handlers regularly
• Consider hiring a coach who has achieved what you want to accomplish
• Use your driving time as a mobile university by listening to educational podcasts

If you're looking to partner with a coach who can help collapse time and get you results faster, reach out to see if we're a good fit. Next week's episode will cover the concept of your databank versus database—an important distinction for relationship-building.

Chapters

• 1:13 It's a Numbers Game
• 2:37 The 90 Listings Challenge
• 5:16 When Success Turns to Drought
• 7:28 Nothing Changes If Nothing Changes
• 9:27 Finding Resources and Accountability
• 13:11 Data Bank vs. Database Preview

Transcript

Speaker 1: 0:38

The generation. It's a numbers game, and that is chapter three in my ebook From Hustle to Harmony. In the beginning I wasn't good at all. I had to learn sales and get coached on how to sell myself, the team and why prospects should work with me. You see, there is an entire language of sales course. That was extremely helpful.

Speaker 1: 1:08

The mirroring and matching downswing versus upswing at the end of a question, the words you use, the speed at which you speak, how many words you use. It's exhausting and just so necessary. And once you learn these skills, everything changes. You see, not everyone is going to want to work with you, and that's okay. You won't want to work with everyone and you shouldn't. I ignored my intuition more than once and I took on clients I knew weren't for me and every single time, without fail, I regretted it big time. The time and energy, effort, communication, attention and focus they consumed cost me time and money. You see, I could have partnered with three to five other clients that I enjoyed working with, while using only a fraction of the energy and effort it took to work with a client who I knew wasn't a fit. I encourage you to take the DISC profile and study your results. Learn how to quickly identify your prospect's DISC profile so you can communicate in a more effective way. You will also know which types of lead generation activities match your DISC profile. So it's a win-win. See, we are all made up of energy. You need to follow your gut, your intuition. If that voice inside telling you is telling you to walk away, that prospect is not a fit run. You'll wish you had and hopefully you learn quicker than I did and only make that mistake once, if at all. You see, I can absolutely find the good in working with clients who weren't a good fit. Knowing how much it cost me helps me to avoid making the same error. You see, it's in the contrast. You will find what you like, want and what suits you.

Speaker 1: 3:22

The team I was on we had a 90 listings in 90 days challenge and we doubled down on lead generation. See, we were in the office five mornings a week, running script practice, cold calling for two hours and following up with prospects for an additional hour. We added two hours Tuesday and Thursday nights and two hours Saturday morning. The challenge went from October to mid-January, taking time off around the holidays, and we did this because most agents are taking their foot off the gas around the end of the year. In Minnesota, where I am, people seem to think that homes don't sell in the winter, which is not true. With only four agents and one team manager, we successfully gained 46 listings and as buyer's agent, I had 13 buyers as a result of the challenge. Pretty cool, right? Well, yes and no, you see, I hadn't figured out leverage and calendar blocking yet, and during this time I put my lead generation on the back burner.

Speaker 1: 4:36

So in February, march and April, following the challenge, and most of May, I did very little lead generation. I mean, I had to work and take care of the clients that I already had. I didn't worry about getting more clients, I had plenty. I had eight closings in June, my biggest month ever and as a team of four we had 30 closings that June. In July I had a couple more, august zero. September one. You see, my goal was to close four transactions or more per month. I did not hit my goal. I also didn't have a book of business waiting in my pipeline. It was pretty dried up.

Speaker 1: 5:25

On top of that, my family life was suffering. I wasn't taking the best care of myself. I mean, it was so exhilarating and exhausting all at once. Hours would pass by and it felt like minutes. I just loved what I was doing.

Speaker 1: 5:41

My issue was I didn't look up and take the blinders off. I just put my head down and got to work. You see, there's always a better or different way to do something. You just have to look for it, and I tell this story often to agents that I'm coaching to highlight why it's so important to show up consistently and work on building your business. In the end, I saw my kids and husband very little. I lost entire weekends working with up to eight clients per weekend. My health wasn't the best and I ended up losing time with my family and money. See, you can find more money. You can't buy back time, and I learned so much from this time in my business.

Speaker 1: 6:31

If your business isn't where you want it to be, back up to how you show up, what are you thinking and expecting to happen? Are you taking action in the right energy and from a good place? You see, what you put into your business is what you'll get out of it, and I know nothing changes. If nothing changes, you'll get out of it, and I know nothing changes if nothing changes. You need to go inside yourself and do the work and personal develop was a game changer for me, and still is.

Speaker 1: 7:05

You see, I remember flying across the country and going to conventions and trainings, conferences mastermind. I would spend days on end getting pumped up to go out and sell, sell, sell. I was looking for a magic pill to get me the results I desired. I kept thinking one more training, one more book, one more class, one more speaker who knew more than me that showed me the way. All to feel deflated and lost a week or two later because nothing changed. Everything I had learned, all the excitement and motivation would fade away. My habits were the same, my paradigms were the same, my self-image was the same, my discipline didn't stick. I didn't change. Therefore, I continued to show up the same and get the same results. So, regardless of how many thousands of dollars I spent, the time I took away from my family and business, all in pursuing a bigger, better business, nothing really changed In the end. There is no person, guru or magic pill that will make it happen. It's already in you. Nothing changes if nothing changes.

Speaker 1: 8:30

Do yourself a favor and truly level up. Level up your self-image by gaining more knowledge about yourself, and knowledge is only powerful when you decide to do something with it. So take action. Get 1% better every day, decide where your future clients are going to come from, are going to come from, put a plan in place and get to work. And, on a side note, january 1st is the best time to call canceled and expired listings. You see many agents write their contracts to end on December 31st and back when I used to do this on the team, on average we would set five listing appointments on New Year's Day and that list. It's also a great list to prospect and revisit throughout the year, especially that quarter one. So take action.

Speaker 1: 9:26

What I want you to do is find an accountability partner or two and practice objection handlers. Practice every day. And if you're listening to this and if you need a good coach or mentor to level up your business and that is what they should do you should find someone that has done what you intend to do and learn from them. Hire them. Like I said, you can't buy more time. In this case, you can find someone who's done what you want to do and you could collapse. The time that it would take you to learn this. That is what quantum leaped my results. That is what got me out of that repetition of being excited one minute and then the next minute just sitting there like, oh why, what do I do? Or, you know, not feeling motivated because I didn't understand what I now understand, and it took me to hire my first coach to take my blinders off and a whole new universe was literally opened up to me. And that is what a good coach or mentor should do. It should take you from where you are to where you want to be, hold that energy, hold that bigger picture of you and get you there in six months to a year of what would probably have taken you five to 10 years, realistically, if you sat there day after day, week after week, month after month, year after year, trying to figure this out yourself.

Speaker 1: 11:03

I mean, think about it, if you truly sat down and thought about it. Look at the top one to 3%. I don't know one person up there that got there alone. Think about the top athletes. Think about the top CEOs at the Fortune 500 companies. Or think about the people you see in the news. Do you have access to them? No one, very rare people, have access to those people. They didn't get there alone. They had coaches, they had mentors. They didn't get there alone. They had coaches, they had mentors. They have advisory boards, they have people that they have hired or surround themselves with that fill in the gaps and the holes of what they don't have.

Speaker 1: 11:47

So it's in surrounding yourself with people and coaches and mentors that will get you from where you are to where you want to be, because we all have blinders on to a degree. I mean, I know I will always have a coach because I'm always going to be leveling up and I am getting 1% better every day. And in order to do that, you'll want someone by your side, as I said, an accountability partner or two. And if you're an agent or if you're listening to this and you don't have the resources to invest in yourself, right now we are in the best day and age because you can open YouTube. If you're watching this on YouTube, you're here. Google what you're looking for, find a mentor, start listening to different podcasts, look at the books you're reading and if you're driving around, turn the radio off and turn on a podcast. That can be your university, your car and your windshield time. You can, by the end of one year, have learned something. You could learn a new language. If you wanted to Figure out the different environments, to get in Again, podcast, youtube conversations If you're at eXp with me, I'm in rooms for free with the top 30 people at the company.

Speaker 1: 13:11

I mean, hello, they're here to pour into us because it's an agent-owned company, so there are people around you that will help you. And if there aren't people around you that will help you, you need to find new people and get around other people that want to see you grow and want to help you. So, if that's you, feel free to reach out. I'm partnering with agents all the time and helping them get from where they are to where they want to be, because I did it the hard way in the beginning and again, I absolutely love my experience and I know it doesn't have to be that hard and I want to take what took me years and years and years to figure out and collapse it down and get it to the agents that want it.

Speaker 1: 13:55

So, like I said, you show up. The more you show up and the more you pour in, the more you'll get out. And if you're looking to partner with a great coach or mentor, look me up. I'm here and happy to help in and talk more and see if it's a fit. So next week, next week, we will be going over your data bank, not database. Think about that. Data bank, not database. Think about that. Data bank, not database. And I'll get into it next week with chapter four. Till next time, have a great weekend, go sell something.