Keeping your prospect pipeline pumping is critical for any real estate agent. That’s why top agents in today’s market make lead generation their top priority. Combine leads and referrals from your past clients with web and advertising generated new prospects continuously and you have the winning formula for earning the income you want.

But how exactly do you prime your prospect pipeline continuously?

First step is to avoid getting bogged down in the daily details of processing current deals. Seeing deals from contract to closing is important. Certainly. And we all know how distracting the squeakiest wheel can be that fuels the “tyranny of the urgent.” But giving in to that temptation is not how you become a top performer.

Lead generation — making business happen — is the only activity that produces more income. Put the long To-Do lists aside. Manage your time. Above all else, every day (ideally the first activity of the day) work the BIG THREE activities that generate leads today – and put more money in the bank tomorrow.

Lead Generation BIG THREE

  1. Make direct contacts (written or phone).
  2. Have purposeful conversations (not casual chat).
  3. Make live appointments (face-to-face is the only way to close a listing or buyer’s agreement).

Balance the time you commit to the BIG THREE. Once you’ve focused on the BIG THREE in your own way – and invested time and dollars – only then will your contacts turn into conversations that convert into business. When you want more business, do more of the BIG THREE. More contacts (larger mailing list, larger email list, more calls). More conversations (follow-up with purpose, nudge the prospects to the next step along your pipeline). Always be closing more appointments with serious buyers and sellers (and ask for referrals).

Remember: If you are not chasing leads for new business, you’re losing business to the competition that is.

Dan Richard

Emeritus at Gooder Group
Dan is the Founder of the Gooder Group and the author of a series of successful Real Estate books:

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