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Maximizing Success: A Real Estate Agent's Guide to Lead Generation · The Real Estate Agent Playbook

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  The question I get asked most often when coaching agents bringing agents into
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  my organization is, do you offer leads?
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  I'm going to dive into this question as it comes from lead
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  generation and why I think.
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  One thing that will change everybody's perspective on lead generation.
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  And we'll explain that and more as we dive into this one.
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  What's up guys, Jeremy Kane, the real estate agent playbook.
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  I would love for you to.
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  Like, comment, subscribe, share this podcast with a real estate agent, that
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  you may know who may need to hear this.
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  Because as we all get into the business, we have to have more
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  leads and we're so lead focused.
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  Right?
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  And as you know, I pretty much think leads are garbage.
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  However, the conversation that comes from a lead is actually
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  what we need to focus on.
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  However, I'm also going to tell you that everything works and
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  we're going to dive into how we make everything work right now.
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  So if we step back and we look at lead generation and understand that
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  the lead generation is certainly.
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  The lifeblood into our business, right?
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  New business coming in all the time, especially as a new agent,
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  because all the business is new.
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  Once we get a few deals under our belt, we provide that a
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  plus service to those clients.
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  They're going to start talking and our business will grow organically.
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  Which is the key, right?
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  But for some agents to get off the ground, depending on your situation,
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  you may need a little bit more lead generation, you know, so to speak.
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  And whether that's door knocking or cold calling or, you know,
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  ads or Zillow or realtor.
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  com or all of these.
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  Things I challenge you to really focus less on the lead, more on the conversation
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  and converting them into a client or a relationship, but even more beyond that.
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  As you know, making sure that they have that amazing experience so that
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  they can be a client over and over and over again, and share your name.
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  From the rooftops to anyone looking for anything in your area as it
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  pertains to your real estate career.
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  And so that's, that's my kind of strategy and what's super important.
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  And the more and more Practice we get at the conversation and the converting into
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  a relationship, the better we will be.
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  So what's that look like?
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  Right?
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  What is a lead?
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  Right?
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  A lead is an opportunity to have a conversation.
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  But a lead, again, is nothing without that conversation happening.
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  And I encourage my agents, the 80 some agents that I You know,
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  coach and mentor in my downline and then agents from outside.
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  I'm starting a coaching platform with that.
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  As you guys know, I encourage them to really focus and give the power
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  to every conversation they have.
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  And regardless of if it's, you know, making a call after a Facebook lead
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  click or it's somebody at Bible study who's having a, you know, a question or.
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  You know, cultivating some sort of, uh, conversation about the real estate world.
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  First of all, every conversation is practice.
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  However, we need to provide our value before it's just
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  like, okay, that's not a lead.
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  And I think sometimes we don't put enough emphasis on the
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  conversations we have in the day to day, even in a social setting or.
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  you know, somewhere else.
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  We don't put the emphasis on those conversations to really see if that
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  conversation will lead to business.
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  And I'm not saying that you have to be 100 percent focused on business
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  and don't have any conversations that don't lead to business.
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  However, there's opportunities out there all over the place.
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  And so that is a lead to me is just that conversation, right?
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  And it's how we convert in that conversation, how we show up.
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  And, you know, as you guys know, I really like to say, what
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  value can I bring to you, right?
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  If you're a real estate agent, you need a vendor list.
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  You need to build community relationships so that you become the guy or the gal
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  that's got a guy or a gal for every single situation, especially as it
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  pertains to the real estate, but also as it pertains to the community, right?
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  If you have somebody move in who You know, gets their hair done and loves pampering
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  themselves at a salon or whatever.
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  Well, find a salon that you can just say, Hey, go check this out, right?
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  First, first ones on me, or, you know, this, this salon offers a discount.
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  If you, you know, mentioned my name because I've helped them.
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  You know, by doing YouTube highlights and, you know, promoting their event and
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  sponsoring their nonprofit or whatever that looks like, you can drive business
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  to those people in the community.
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  And it just builds the camaraderie within the community.
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  So that's right.
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  I said it every conversation is technically a lead.
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  And so if it's just a conversation.
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  That needs to be a lead.
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  I would suggest probably not paying big bucks and giving away 35 or 50 percent
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  of your commission to get a lead.
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  Because if every conversation is a lead, you can get way more
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  conversations for absolutely free in your community than you can from,
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  you know, a direct source like that.
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  However, choosing the right lead generation source is
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  absolutely key for you, right?
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  If you're an introvert and you hate talking to people, well, this
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  conversation piece might be really hard.
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  Right.
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  And we might have to practice a little bit and you know, we can't just be inside of
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  our shell and don't talk to anyone, but we can approach it a little bit differently.
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  So again, if you are doing social media ads or you are on the realtor.
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  com or the Zillow drip, certainly that's.
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  Practice enough.
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  However, we must practice, and that's the point that people don't understand.
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  I don't care if you're doing mailers or you're door knocking, right?
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  A door knocker, first day out, might be terrible at their script and, you know,
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  blow it, and completely, you know, punt, so to speak, at their first door knock.
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  Oh, that was an opportunity and completely didn't do it?
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  That's okay, go knock on the next door, learn from it, think about it,
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  build up why, okay, what went wrong, how can I, how can I make it better?
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  That's all practice is, right?
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  When we won a state championship in the high school basketball.
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  You know, tournament in Colorado, through that year, we lost to some
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  teams we shouldn't have lost to.
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  And those are the games we learn the most.
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  Okay, this is what our mindset was going into this game.
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  These are the plays we ran.
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  Okay, we got two heavy shooting threes when we had a clear size advantage, right?
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  And so, we would go back in, learn from our mistake, practice to get better.
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  And hopefully make it different on the other side.
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  So no matter what it is, you must practice.
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  There's no easy button in real estate, right?
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  It must come and you must practice.
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  You must get the reps in no matter what the conversation is about.
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  So let's talk about choosing the right lead generation.
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  Certainly if you, you know, need something to help you instigate conversations,
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  maybe those paid ads will work.
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  Maybe open houses will work.
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  Maybe cold calling will work.
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  It just depends on your personality.
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  However, what we typically do is we try and do all of those things.
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  Right?
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  Oh, Johnny in my office has an open house opportunity.
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  I'm gonna go do that.
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  Oh, this person, this lender is going to give me a list of,
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  you know, leads to call, right.
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  So I'm going to cold call those and I might try a couple Fizzbuzzer
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  expires, but just a couple, right.
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  And then I'm going to, you know, try and do YouTube and I'm
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  going to try and do Instagram.
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  And, you know, maybe, maybe I'll, I'll even have an event, right.
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  And as you can see, you get spread so thin and the key to any lead generation source.
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  Is strategy and consistency, right?
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  So if we have a strategy and we are consistent, put those
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  together over time, everything works, but we must get consistent.
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  And if we're always looking at the next shiny object and whatever,
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  we can absolutely get distracted and we don't get good at anything.
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  That's the jack of all trades, master of none that absolutely
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  ruins real estate careers.
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  So if everything works, what do we need to do?
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  Pick three.
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  Pick three in different environments, right?
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  I have a foundations course that will be released probably the middle of march.
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  If you want to be on early access, I will give that to you for absolutely
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  free if you comment on this video right before it's released and just
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  say Foundations course in the comments.
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  I will send you the foundations course for absolutely free It will cost money
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  eventually But in that course we talked about three pillars and you will also
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  be provided 12 week Accelerators that go with every single pillar, right?
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  If you have you know, you're gonna do open houses We're gonna leverage a sphere right
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  or something that you do for fun in social And then we're going to do a passive
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  social media kind of 12 week accelerator.
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  If you focus on those three and you get really good and consistent
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  at each path that you choose, you know, then it's on, right?
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  Then you can spread out and you can try different things here
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  and there because you've built a foundation of business and you're
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  not just going, picking and choosing everything that you can possibly do.
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  So again, if you want free access to that, which will eventually cost money.
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  Foundation's course in the comments, and I'll get that over to you upon release.
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  So now that we talk about, you know, choosing the right pillars and building
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  our business through, you know, a focused set of lead generation tactics, then it's
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  all about consistency and organization.
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  We're going to do it for 12 weeks.
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  We're going to fully dedicate.
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  We're going to be organized.
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  The, the accelerator will help you kind of stay organized within that.
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  And we're gonna see.
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  And guess what?
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  After 12 weeks, if it absolutely sucks and it ruins your day and you hate
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  doing it, we can find a different one.
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  But, the problem is, is that if it's a little bit hard at the beginning, it's,
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  we just kind of push it aside and we avoid it and we never try and get consistent.
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  Right?
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  You could be an absolutely amazing You know, talker in person.
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  So maybe door knocking is your thing.
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  You get one door slammed in your face and you quit and you say, oh, I'm
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  going to do all the other things.
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  I'm going to keep myself distracted with Tik TOK and Instagram and
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  and YouTube instead of doing that.
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  But maybe that was your calling.
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  Maybe that was your way to build the business.
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  We're going to do it for 12 weeks.
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  We're going to dedicate to it.
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  We're going to be consistent.
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  And once we're consistent, we can see if it matches our skill
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  set in order for us results.
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  So again, I'm going to leave you with this.
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  Everything works, it just has to be strategically set up, and you must
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  be consistent and give it a chance.
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  And so, no matter what it is That's the answer.
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  Once you have these pillars, certainly we can look down the list and be
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  like, Oh, that looks kind of cool.
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  Let's try that.
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  Let's throw that in because you have these other three things working,
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  building you business in the meantime.
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  And so if you have any questions about that, again, I, you know,
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  go back and do what you have to do for the foundations course, but
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  also you can book a call with me.
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  I'd love to sit down and chat with you about.
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  Anything and everything that I can help you with.
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  As I said, I am building a coaching platform that will
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  probably launch in 2025.
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  That's weird to say that that's next year, but, I'm building that out.
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  So all the practice I can get, all the reps I can get the better for me.
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  So I'd be happy to sit down with you and chat about this question that I get.
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  Do you provide leads?
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  Certainly I could go provide a bunch of people leads.
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  But I know that the success rate of someone who accepts a lead in this
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  industry is even less than just the real estate agent success rate in general.
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  And that's what I'm looking to change.
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  Go get a win today.
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  Like comment, subscribe, share the podcast, and we'll see you next time.