Your number one job as a real estate agent is lead generation. You start every day with one goal: find motivated buyers and sellers. Most of you got your license and expected buyers and sellers to just line up and work with you. I speak with hundreds of real estate agents every week who are just looking for a simple lead generation model they can follow.

This is the model I used to sell an average 100 homes every year and the model I use in my coaching business. Build a lead generation business that is PROSPECTING BASED, MARKETING ENHANCED. Actually, there are three buckets you can work:

1. Prospecting
2. Marketing
3. Repeat and Referral Business

PROSPECTING

Prospecting is proactively reaching out to find motivated buyers and sellers. Examples include calling For Sale By Owners, Calling Expired Listings, Circle Prospecting, door knocking and calling home owners who are behind on their mortgage payments. The goal of the call is to get an appointment with a potential seller.

• “If I had an offer on your home, would you want me to bring you the offer?”
• ”There are three reasons listings don’t sell that should have like yours: either price, presentation or marketing. If I can pop by for 20 minutes, I can potentially bring you an offer and I can show you a few minor changes that will make your home sell.”
• “Just out of curiosity, if your home would have sold, where were you moving to? ……………What’s important about moving to Tampa?………….Have you given up on that goal?”
• ”A home in your neighborhood just sold for top dollar which is great news and there are still buyers looking for great homes like yours. And, I was just curious; Who do you know that is thinking of selling in the next six months?”
• “I specialize in helping home owners avoid foreclosure. Just curious, who do you know that is behind on their mortgage payments?”

There are hundreds of scripts in my book, “The Rainmaker Playbook.” If you would like a free copy, please send an email to coachjohndietz@gmail.com

Prospecting Blueprint

1. Purchase a platform like Vulcan7 to search for prospects
2. Set daily non-negotiable standards for calls, contacts and appointments.
3. The standard I teach is 20 conversations, one new lead and one face to face appointment scheduled every day
4. Never settle on your standards
5. Focus on the activities, not on how many listings you are getting.
6. The purpose of the call is to get an appointment.
7. The purpose of the appointment is to build a foundation to follow up.
8. Systematic – Persistent – and Unconditional Follow Up in order to create emotional proximity.

If this sounds simple, it is. If it sounds easy, it isn’t. Successful prospecting takes commitment and unconditional determination. You will be tempted to give up if you don’t get the results you hoped you would. This is why I teach my agents to focus on the activities, not the results. When you focus on activities, you choose success. Only you can decide if you will stop before you schedule one appointment. You make the decision to settle for 18 conversations rather than persisting until you hit your standard of 20 conversations. After all, how do you know that the 19th conversation would have resulted in a new listing. You don’t and you never will because you didn’t make the call.

My coaching clients are selling an average of $20 Million in closed volume every year. If you would like more information on coaching with me, email coachjohndietz@gmail.com