Lars Hedenborg says buying leads wastes money. Real estate success comes from building repeatable systems: time-blocking for prospecting, high-volume conversations, and setting appointments. The daily objective is signing clients, not chasing leads.
If you're buying leads, you're, you're out of the game. There are no friends. People are not interested. Zillow's not interested in you making a lot of money and having a life of freedom. The whole point here is to view everything in your business as a system. I learned early on, and it was by reading the book E Myth Revisited by Michael Gerber, that your business is simply a system of systems. Another good quote from Atomic Habits. You do not rise to the level of your goals, you fall to the level of your systems. This is the game of real estate. And I know that everyone wants to pay attention to the left side. Give me the next lead source, let me buy a lead. I just want the leads. But you've gotta build systems for every point of this journey. So meaningful conversations, those happen inside of those time blocks, the new business development and the lead follow up. The whole point every day is to set appointments to meet with them and to sign new clients. If you're doing anything else during the day except obsessing over set met signed, you're not doing the job of a real estate salesperson. That's the whole cadence. I don't care how what you need to do to have 15, 20, 25, 50 conversations a day that's going to allow you to. However bad you suck at having those conversations, you'll get good enough to be able to set appointments. You'll dial in your met process so they're pre sold on working with you. And then you'll sign clients that will.
