Reg Gupton's Lead Generation Tip #1

Hi Folks,Reg Gupton here. I have recently spent some time thinking and talking with my clients about lead generation in personal sales businesses (mostly and not exclusively real estate agents). If you sell anything then at some level you are in the personal sales business.
I don't care if your business is making widgets, you have to sell them. I don't care if you are a retailer, you need leads (read customers) in the door. I don't care if you sell real estate, you need leads (who will buy sometime, if not now).
As a wise man (who I can not remember) said, your wealth is in your database. The larger your database (hopefully automated) the larger your income. Really.
BTW...one of the biggest mistakes I see while watching retailers come (and lots of them) go on the Downtown Boulder Mall is that folks stumble into their businesses and no attempt is made to capture their contact information whether they buy or not. More on this later.
As Gary Keller (founder of Keller Williams Realty) said: "Until you have too many leads you have no other job."
You don't need another (better) listing presentation, another buyer presentation, another class, another preview nor another tour of a neighborhood.
What you need is more leads. Period!!
Everyday you need to spend 80% of your time on generating leads (until you have too many). It must be on your schedule every day.
It should come before doing deals. It should come before selling your listings (if you have any). It is a part of your schedule that should never, never be eliminated. Moved yes, eliminated, NO.
My observation is that lead generation is the first thing to go in an agents schedule when one gets busy. Then the slump starts. The massive drop in income. The fear. The scarcity belief system. The hole to get out of.
Watch real soon for more tips on Lead Generation.

Reg Gupton

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