The Formula

Success in Real Estate

And to think that agents won’t spend an hour a day to lead generate and they wonder why they are not good at this business. Think about how good your calls could be if you just spent 100 hours working on the skill.

Success doesn’t happen without effort. 🤔 It is a direct result of the effort that you put into it. I heard that it takes 10,000 hours to become a master at a skill. at 2 hours a day, that is 5,000 days, or nearly 14 years to become the best of the best.

It isn’t just about talent, or intelligence, or your motivation, or your personality. If you are consistent with your effort for a prolonged period of time, you can become a champion. Take the time to be on the task for a long time.

Who wants to become a champion today? Is the time in your schedule, if not, it doesn’t exist. 😎

Consistent time spent on a specific task over an extended period of time.

That’s it. It is just that simple. You are not going to be perfect at anything when you first get started. You have to put in the time to learn to implement and to master.

Why did you decide to do this?

When was the last time you were on a roller coaster? Do you remember the anxiety, then the feeling of weightlessness and then, twisting and turning, upside down, and then, just as the ride ended, you wanted to do it again. This time in the front seat. You would wait for hours to get that first seat.

This also describes the contract to close of just about every real estate deal that I have been a part of. Something always seems to come up that creates the anxiety from the twists and turns from the transaction. The roller coaster ride of real estate is also tied to the activities that we are supposed to do. Lead Generation is the key to the success of any real estate agent. If you will commit to staying consistent with this single activity, you can create the life you have read about, and dreamed about. What tends to happen is an agent will lead generate at times that they feel like it. Then they get lucky and get a buyer or seller and then they cancel the lead generation activities and they turn all of the focus on the buyer or seller that they have just acquired. Lead generation stops. Wonder what happens when the deal falls out? What happens to the 30 days that you are focused on the transaction and not the next deal. See, every deal doesn’t take 8 hours a day for 30 days until it closes. You have to continue to focus on the lead generation efforts. It is the most dollar productive thing you can do for your business. Adopting the right mindset of committing to 3 hours per day, it will create a daily habit, that you can tell, you are gaining momentum to real estate success.

Spend 3 hours a day, any time of the day that delivers you the best results and within a year, you should be able to close more than 30 transactions each and every year.

Easy formula, right? Commit to this and will receive the confidence you were seeking, the conversions you desire and the income to live like the 1% of the wealthiest people in the nation.

You can do this, anyone can, only a few will. If you do, you will get more leads, build tremendous relationships that create some wonderful experiences during a better than ever real estate career. The income is just a byproduct of the plan.

Are you ready, Let’s become a Champion!


Myths Vs Truths of Lead Generation

The Leads are No Good.

Well, if you believe that, you will never succeed. There are no bad leads, however, they are all not equal. Everyone in your contact database WILL make a move at some point in time. You just have to know when. Some will share your name if you just ask them to.

I am too busy, I just don’t have the time to lead generate.

Are you making time and sticking to the schedule? You have the time, you just aren’t making it a priority. We all have the same amount of time every day. The priority items will always be the most difficult. Easy always seems to win. Don’t let that happen.

I just prefer to work by referral, they will come to me.

How is that working for you? Is it enough income? How do you think some of the most successful real estate agents became successful? they put in the time to build a brand that could attract by referral. Getting started, you have to let the world know what you are doing. If they don’t, then you don’t get the referral.

I have enough business.

There is no such thing as having too much business. Make hay while the sun shines. How many investors do you have? How many cash buyers are ready willing and able to buy a home today? How many of your clients are lined up right now to buy? I would take quality over quantity every day, I just have to find them.

I don’t have the money.

The phone is basically free. Remember the show where you had to phone a friend? Do it. Lead Generation is something that is best when face to face. Make a list of your top 50 people that would become your core advocates. Call them, and ask them if there is anything that you can do to help them with their current business, current home, or even a small project. Building relationships takes time, and they are even better than any money spent.

I am not any good on the phone.

This is the biggest lie people tell themselves. Look and find out how many minutes you are already talking every month. You use the phone daily, just talking to the wrong people or not asking the right questions. Everyone, including those with the “gift” of personality, has to take the time to learn the craft of lead generation. You can do it too.

Lead Generation is hard.

It doesn’t have to be. Remember, don’t confuse effort with enjoyment. It takes time and practice. With the right amount of time and practice, you can have fun making those calls to the more motivated leads and contacts in your database.

Here is the question you have to ask yourself

What can I do for 3 hours that will build my business more than lead generation? Can you think of anything? I don’t recall anyone ever providing an answer to this question. I don’t think that there is one. Every business needs to lead generate, and if you are not doing this specific thing, you are dead in the water from the start. It starts with adopting the habit of scheduling the time, every single day, to lead generate for your business.

The truth is this. Without leads, you won’t have any sales, and without sales, you won’t get to the closing table, and without the closings, you won’t have any income. And then what happens? With 87% of real estate agents, they leave the business and say it just wasn’t for them. They go get a “real job” as they say.

Well, I don’t want a real job, I want a real business.

How many transactions would you like to close every year? With 3 hours a day of lead generation, you should be able to close over 30 home sales per year. You will need to become a master at scripts and conversations. By learning these skills, you will close more transactions and earn more money than 95% of real estate agents in the United States.

Be a Champion, don’t settle for being mediocre.

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About the author

Rick and his wife Vanessa live in The Woodlands Texas and they have 3 superstar kiddos. They are big fans of music and sports. Rick moved to Texas in 2002 and loves his family and friends and being a big part of the local community.

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