As a long-time student (you really don't want to know how long) of lead generation, I am amazed by all of the shortcuts that people want to employ. I guess I really shouldn't be surprised, but still.
There is only one successful way to generate leads and that is to do it ourselves.
I know that there are many people who like lead generation services, and if it works for you - fine. It's just not for me.
I have read about outsourcing lead generation. This seems counter-intuitive.
I repeat, it's our business, our homes or products, our reputation, and our relationships that we are creating. Why would we even think of entrusting them to anyone else?
I have several programs that I present for local Realtor and Home Builder Associations on specific techniques for lead generation, and I am putting the finishing touches on 4 books on this subject.
It's human nature to want shortcuts, to desire a quick fix, and to have things made as easy as possible. Unfortunately, lead generation is not an area where anything short of a full commitment of time, dedication, and resources will do to produce the desired results.
Not all leads become serious customers, and not all serious customers become purchasers. Still, it is up to us to keep our pipelines full and not to rely on anyone else to do this for us.
──
For more information on my coaching and educational programs and services, visit my website stevehoffacker.com or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. You can also listen to my free podcast messages at Steve Hoffacker's Happenings. © Steve Hoffacker, 2009. All Rights Reserved.
Steve, excellent one. Even though, I'm a tech savvy , dodn't beleive in online -lead generation especially. At first it was very tempting, but analyzed teh facts and doesn't seem right. I want to follow OLD techniques of Lead Generation ONLY. As you said, if any one is successful by using lead generation services, then I wish them good luck .
Thanks for sharing the post. Good one for my Friday energy.
Steve - Sound Advise. One of the easiest tools I use is to call past clients. Pretty simple.
I am my best source of advertisement!! I am asked constantly how I meet so any new people. It is very simple, network network and more networking. There are so many events and opportunities to meet people. Sitting at a desk waiting for the phone to ring is useless.
Happy Friday!!
Lori
Suma,
Glad to help out the Friday energy. Thanls for your great response. Have a great weekend. :)
Steve
Claude,
That is a great technique that really works. There are many others also. :)
Steve
Lori,
Very well said. When I'm out in public, I meet people even when that is not my objective. :)
Steve
Good Post Steve and good luck with the books. I use the phone for leads and have not found anything better.
Steve, it is amazing isn't it? I do not entrust lead generation to anyone else. I do not believe anyone else will represent me as I want to be represented. My reputation is utmost.
Charles,
Find a system that works and use it - great. We should talk after the books are finished. :)
Steve
Judi,
You have expressed the essence of the post. Thank you. :)
Steve
Steve - Lead generation is probably the single most important part of a real estate sales agent's business. It makes no business sense to delegate this function to others. I want the contact to be my blog, website, etc. It doesn't make much sense to put a middleman in the process. Like many other functions, we believe that there is a magic potion or magic wand to make business development easier. There just isn't any substitute for hard work, vision, and personal relationships when it comes to lead generation. Less about the suit and more about the man - that matters.
Ryan,
We are in total agreement. Nicely stated. Thank you. :)
Steve
Steve, you could not be more correct. Lately I have been fine-tuning my copywriting skills in an effort to better brand myself. It is an exciting process.
Steve - I am the only one who is responsible for my success and lead generation is an important part of the package.
Steve...
Personal responsibility ... now there's a thought! Hey, you made it into the newsletter! Good job.
CoBa,
Thanks for your response. Work on your branding then you'll have a better idea of what to promote - just don't stay in the planning stage too long. :)
Steve
Pam,
Excellent. Leads are too important to play loose with them, and I don't believe that just anyone can go collect them for us, :)
Steve
Richard,
It's the epitome of personal responsibility. No leads, no business. No one to look to except ourselves. BTW, what newsletter? :)
Steve
Just pick up th phone or talk with the people you meer evert day..that's my lead generation
Anja
Agree 100% Steve. My contact manager is the best tool I have. It works when I work. It is all up to me!
A short time ago, I had a new agent who got sold on the farming an area system. It only took him a short time to sit down in my office and asked me a simple question, Why am I farming an area where I don't know a soul when I have the perfect farm in my christmas card list. After he realized that contact on a regular basis with the people you know is the best farm you can have, his business increased drastically after that realization.
Anja,
That is certainly a great way to generate business. :)
Steve
Marlin,
Farming can payoff in big ways if done strategically, but what your agent is doing is a great way to expand his business. Thanks. :)
Steve
Hey didn't you know that realtors will pay anything not to have to talk to somebody! It's really not funny but it is. Like you say, YOU are the best source of leads that you have.
Lyn,
You said it, but I can't disagree. It's the shortcut gene that we have. :)
Steve
Steve,
I get emails daily about easy leads.... and you are right. The best ones come from me working.
Ann
Hi Steve - I agree. I have been relying more on myself to generate leads through personal marketing, SOI, and improving the success of finding clients through my web site. I used a lead generation service early on and it completely soured me against ever using one again. It was a wast of money but a lesson well-learned.
Steve: Great post. We're out there selling ourselves and how can we do that without talking to people!
Ann,
You definitely are your best source. You know more about your business and your capabilities than anyone else. :)
Steve
Jon,
You probably didn't know me then, but I wish you had asked me first. Sorry. :)
Steve
Carrie and Kathy,
You're right, and you don't anyone else doing that for you unless it's WOM. :)
Steve
I think that if you are new to a market and your sphere is extremely limited, lead generation, at least, gives you something to focus on, and hopefully lead to a few closed transactions. Everyone wants to work toward the day when they have enough referrals from past clients to keep the ship afloat.
Dana,
Until the day we retire, lead generation needs to be a focus, with referrals being part of it. :)
Steve
Having worked in new home sales from 1996 to 2007, and finding myself without a job after the last spec sold, I found that signing up with a lead generation company, in addition to notifying all of my prior prospective contacts letting them know I signed on with a new broker, was the best way to go to get my business up and going. Referral business through former customers has always been the main source of my business though, and will continue to be.
Carolyn,
I hoped that worked for you, but I like many other proven strategies instead for generating business. :)
Steve
The personal touch is the best consistent way to go to generate quality business. Phone calls are okay, a handshake is even better, but don't give up on other forms of contact either.
I have a great friend who I met when he called me 2 years ago from my old website...he was stationed in Alaska and I was in Nebraska...he called...we met...we did the tour...he bought a home...and we became great friends. Heck, the last time I talked to him was this evening at 9:32pm when we talked on the phone
The largest commission check I ever received was because I sent out postcards about a new listing to that area and someone bought it from the postcard mailing.
Still though...face to face works by far better for me...a smile...a kind word...coaching youth sports...volunteering at different organizations...lending a hand all...they all generate business without even intending to.
Are you thinking of paying for a lead generating program? I have a better idea...I have a wishing well on the edge of some ocean front property in Nebraska I can sell you for next to nothing...but wait before you say I am joking...for next 10 buyers only I will throw in a set of amazing Ginsu Knifes...
Mike,
Thanks for sharing those great experiences with us. :)
Steve
I'll take leads anyway that I can get them and turn them around anyway that I can to the favorable postioning...but there's so much out there that 'cost' we Realtors, that sometimes you just gotta say; "No."
debra edwards - www.edwardsbuildersandrealty.com - Cashiers, NC
Debra,
I have never found anyone who can produce the leads that I want unless it is through a strategic alliance. :)
Steve
The web is a big part of any business, but it can never be 100%. Getting leads on the web as cheap as possible is a challenge, especially as consumers are less likely to commit on line than they were a few years ago.
Gene,
Sure, web leads are part of our strategy, but I'm talking about going beyond that to produce our own, on our own. :)
Steve
It is real hard to me see or justify outsourcing a mission critical part of our business.
Mike,
You're exactly right. That's the main message. Thanks. :)
Steve
I agree Steve --- we need to generate leads ourselves. Every day!
Barb,
Thank you. There are two ways to generate leads - passive and intentional. Both are important. :)
Steve