Lead Generation: What's Working Right NOW?!

So I actually did a training with a guy, Dave, he did 1.4 million GCI from this one system last year. So a seven figure income pillar in his business. And everyone knows that you need a database, everyone knows that you need to touch it and deliver items of value and all that stuff. But how to build it and feed it and actually add value to it in a way where you're not spinning out on doing it all on your own, where you just have to add context to the database and everything happens automatically. And there's 60 high quality, high value touches that will help you implement in your business so that you can grow your business. If you have a hundred people that know, like and trust you, there are 10 closings there.

The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coach thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share all with you the good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show, just real world tactics.

And strategies that get results. You just gotta do the work. What's up Real estate Business builders? Welcome back. This is part two of a two part series on lead generation. If you miss part one, you have to go back and consume that. Part one was what's not working when it comes to lead generation right now. This is part two. This is the little bit more sexy what is actually working when it comes to lead generation right now? The framework that we're using for this conversation is one of helping you build a business that gives you freedom financially with your time, not having to work evenings and weekends. Maybe location freedom where you can actually unplug from your business and have a life and take a vacation without pissing off your family. So that's the the backdrop for everything we do in real estate B school. And specifically when it comes to the million dollar agent method. And as I said in part one, if you ever want to have a conversation about what it would look like to get help implementing all of those four pillars, Leverage lead generation, the appointment setting process, the consultation frameworks and leverage client care, go to million dollaragent method.com that's million doollagent method dot com. There's a seven minute video there that'll give you like an overview. Just booking a strategy session. So the if you listen to part one, you heard Me talk about the fact that I sat in, you know, the seat in this coaching business, real estate B school where I would have strategy sessions. I've since stepped out of that seat. I've got my right hand guy, Ryan, taking those strategy sessions now. He is a gift to my world and really serves our incoming members at a high level. But this, this, this two part series is coming out of the direct experience with about 150 agents that are struggling. 2023 was a challenging year, is the worst year in real estate by units, number of homes sold, which directly correlates the income available to agents in 40 years. So the worst year in 40 years. And on all of these strategy sessions I got to listen to all the things that they've tried. So basically on a strategy session, you know, hopefully you grab some, some time with for a strategy session. These conversations are essentially okay, what's, what's your biggest challenge? What's working? What are you doing to generate leads? Now? How is that, you know, what does that look like in terms of listing appointments, buyer appointments that you've gone on? And we really get granular to figure out where you are and where you want to get to. And if we can help, we'll have a conversation about it. And so I have real time data around what's, what's not working, which is a lot of stuff, and then what's working. And before I get into the specifics of what's working and really I'm going to unpack that first pillar which we call leveraged lead generation. I want to give a little bit of context, the context I want to give around this conversation. With lead generation, what's working is we're looking for things that allow you to not only grow your business, because growing your business from one transaction to two transactions, that's, that's life changing for some people. But growing your business and scaling your business is, is different. Your ability to go from one to four transactions or five or six transactions per month, that's more of a scaling conversation where your lead generation has to be leveraged. That's the first pillar. Let's skip pillars two and three. But the fourth pillar is leverage client care. You can't spin out servicing these clients. So there's certain things we have to put in place. In a way we have to think about our business differently if we're going to scale our business versus grow it. Your ability to get from, let's say one transaction to four to five transactions per month, that's life changing, right? Because then you have 20, $25,000 net extra per month to invest, to pay off debt, to save, to give all those things. So that's life changing progress in your business. So that's what I want to have this conversation around. And if you're at five transactions per month and you're losing your mind with respect to time and you're stressed out and you have no freedom in your business, that there are things that we can do to help you go from 5 to 10 to 20 transactions, work less and make more money and endure less stress. So no matter where you are in the journey, this framework, it's the backdrop to everything we do. It's a conversation around freedom of time, money and less stress. Okay, all right. So let's open up the door into what is working when it comes to lead generation. And most of these things are timeless. The warning here is that there are so many things that were being sold, sold, like not in a good way. And that's mostly part one. Part one was what's not working. I just want to guard you against. Most of it does not work, right? Most of it does not work. And the truth is you only need three, maybe four Legion levers in installed in your business to work as systems in your business where they're continually generating leads even if you're not showing up every day. And we have 12 of them in real estate B school. So I'm not going to go through all of them necessarily. I'm going to give you, I'll probably hit on most of them. But my, my desire for you is to take away the mindset around building out the systems in your business that allow these Legion levers to produce leads when you're with other clients or when you're with your family or when you're on vacation. Leads are coming in. Then you have the appointment setting process, which is the lead nurture sequence and how you set appointments. And then the consultation frameworks is pillar three. How you present to buyers, present to sellers to earn their loyalty and get them locked in to work with you. And then how you deliver on the promises you made in that sales process. Leverage client care. But you're not spinning out having to do all of the listings, input and, you know, doing all the scheduling, inspections and photography and installing signs and showing homes and all that stuff. It's important stuff, critically important, but it is low dollar pay. And I know you want to make more money than a glorified admin, which is 80% of the work that a real estate agent does. All right, so that's the context around this conversation here. So our approach in million dollar agent method and I do want you to go to milliondollaragentmethod.com if you want to have a conversation about what it would look like to be become a private client of ours and just check the box. In a 90 day build out we just get all this stuff built out for you. The this is how we build it out is and this is what is actually working and this is time tested. A thousand plus folks have been through real estate B school. The first thing that we help you build out is what we call a database touch blueprint. So I actually just had did a training a mastermind with a guy who Dave, he did 1.4 million GCI from this one system last year. So a seven figure income pillar in his business. And it's everyone knows that you need a database, everyone knows that you need to touch it and deliver items of value and all that stuff. But how to build it and feed it and actually add value to it in a way where you're not spinning out on doing it all on your own where you just have to add context to the database and everything happens automatically. And there's 60 high quality, high value touches that will help you implement in your business so that you can grow your business. If you have a hundred people that know like and trust you, there are 10 closings there. If you have 250, there are 25 closings there. So you think about your database completely different, differently. When you have a system actually built out in the business that's number one that is working slam dunk. Number two is what we call the agent brand authority builder. A snazzy way to say social media. But specifically there are a few tactics that are working really really well on social media that will allow you to close at least one, if not two transactions or more per month and combination of Facebook lives. So doing the right Facebook lives giveaways, getting vendors to sponsor giveaways and essentially document the insanity of being a real estate agent. And we've got a training one of our members did 35 transactions on her business Instagram account. But you can easily pivot that onto Facebook if most of your ideal client are on Facebook. Little older demographic and a little bit more money on Facebook. And so there's three tactics right there. We have another one of our members does about 200 years small team does about 200 transactions per year and a hundred them hundred of those transactions are from social media. And she also runs that platform for her Agents as well. So these things work. It's not rocket science, it's just consistency and doing the right things consistently and the compound effect of it. So your social media, you know, your quote unquote friends on Facebook are an extension of your database and you're just adding massive value and you're essentially just swiping and deploying the things that are proven to work. So there's no guesswork whatsoever. So that's the first lead gen levers database touch blueprint. The second is what we call the agent brand authority builder social media. And then we have 10 other lead gen levers and so I'm going to go through some of them. I'm not going to give you the ins and outs of, of, of all of them but if you listen to part one essentially what I decided to do early on in my journey is to become a really good marketer so that I didn't have to cold call, I didn't have to pay for leads, I didn't have to spend a bunch of money on radio or billboards. Billboards. And so those things work technically but they may be a one for one return. I have a big agent in my market that he personally sells about 100 homes per year. His team does about 500 homes and his face is on a lot of billboards and he never wants to have a conversation around profitability. He said my goal is to have everyone know my face and I'm like man, like that's image, ego advertising and doesn't track his numbers at all. And, and I would bet a lot of money that he's not making bottom line overall for the 500 units. He's not even making his production, his personal production and profit. So we don't want to build a business like that. I am not hating per se. I'm just trying to make sure you don't go down the path of ego and, and, and brand or ego and image advertising. That is not working. That should have been in part one. So that's a bonus from, from the part one of this two part series here. So outside of database and social there are a handful of things that are absolutely working and we've got systems in place in million dollar agent method to build all these out Social proof. Social proof is someone that's willing to present themselves having said good things, basically getting testimonials on Google specifically and we've got a script and systems on how to build this up even if you're at zero. How to start a Google business account and build up your reviews to over 100 as quickly as possible. That is working really, really well. Google does reward you for sending people to their platform to say kind things about you. And then if you get enough reviews you can run, you could pay a little bit of money. They're called LSA Google LSA Local service ads is working really well, but not if you don't have a ton of social proof, a ton of Google reviews first. So that's one thing that's working really, really well. We've got an approach with for sale by owners, a two pronged approach. We call for sale by owners but it's in a very, it's only after we have sent them something of value. So we're direct mailing of FSBO and then we're calling and following up on what we sent and we're just not so much a knock down their door until they list with us, but a really elegant way and if you're not a cold caller, a really easy way to work for sale by owners. Same thing with expireds. I don't recommend. We've got a little bit of tech that we introduced with expireds to do some voicemail drops and some auto texting and emails on a data source that can gather all that information automatically for you. That combined with a handwritten letter is crushing it still. So that's another example of something that's working. We've got a little bit of tech for what we call our motivated seller letter campaign. So essentially you can find out in different areas of town who would be more motivated to sell. Instead of mailing everyone this letter you mail, mail up maybe 10% of an area of town and the response rate is really, really high. I learned that strategy from someone that had acquired over a three year period they acquired 200 investment properties. And I said what did you do with all of the people that didn't sell their home to you as an investor that you could have probably listed it? And he said nothing. They probably stepped over to acquire 200 properties in three years. They, they've probably stepped over 800 listing appointments. And I said can you teach us exactly what you did? And he's an expert copywriter. And so that's a system that 100% works. Little bit of effort to organize it and bring a little bit of inexpensive technology on board. But a slam dunk as far as results go. New construction is working. Not the new construction I mentioned in part one where it's a new construction funnel and I'll run your Facebook ads and it'll be wonderful. Not that two, two angles here. Getting to know small builders and repping them on their builds. That comes actually the second of doing the first one first but getting to know on site sales reps of some of the mid and larger builders that are in your area and there's a series of conversations you'll have with them and essentially you get to adopt their inventory as your own and you get to know these on site reps and they will send you business. They do have folks that are coming in that need a good agent to work with. And so you don't come out and ask them for that business but you develop relationships. And this is probably, I would say of the 150 strategy sessions I've had here recently, two thirds have a significant amount of new construction. Maybe even more than that, maybe 80% have a significant enough amount of new construction in their market where that step by step system will work in terms of, you know, generating business one transaction per month. That's working really well. Our yard sign program. So once you take a listing we have a five point system. There's five commission checks that we help you earn every time you take a listing. So the first is getting that listing sold. The second is getting a referral. We have something called the promise which you do everything that you promise that seller, they'll refer a piece of business to you. But one of them is getting just generating your own viral leads via a very specifically designed three sign system. A little bit busy in the front yard but there's different psychology around the three different signs that we help you place. And it will 3x the call, the inbound call volume of buyers. Looking at your listing via drive bys you'd be surprised how many buyers are out there unrepresented. And with the changing NAR settlement and all of that, you dialing in the legion on your own listings is paramount. Paramount. We've got a really good system. It doesn't cost anything more than you know in having an inventory of 10, you know, of each of these three different sign types. And so that's working really, really well. What else is another good one that's working right now? Well, client. I mentioned it Client care as a legion lever. We actually help you design a a very well laid out client experience where the byproduct without having you beg for it, the byproduct is that your clients are going to give you at least one other piece of closed business of a closed buyer or a closed seller just due to the fact that you were thoughtful about designing that client experience. And so we have different touch points and scripts and different gifts that we send at different points of the buyer journey and the seller journey. And it's way cheaper to take a client, deliver an experience to them that brings you another closing than any other lead source that there is. And then they get this amazing experience and then they go into your database touch system where they just become this sort of evergreen source of new business. But we measure your ability to get. We want to get at least two referrals for every client that closes before they leave the closing table. So you're not measuring this like, hey, like a year from now. Did they randomly send you a piece of business? No. Did they refer multiple people to you that were either looking to buy or sell before they actually got to the closing table themselves? So really awesome system. I believe it is the life or death of any, any local service business is their ability to deliver an experience to a client that is referral worthy. And you can actually measure the amount of referrals that you get. I would say that is about it. Open houses, open houses, we have a training. If you do our open house system, it's worth at least six figures gci. If not multiple six figures gci. So there's a way that you, that you pick open houses don't even have to be your listings. There's a way that you need to reach out to agents in your market to hold their listings open. The signage, the scripts, the timing around each of when you start to advertise it, how you advertise it, how you get people there, how you follow up, all of that, what you give away, how you get their contact information. So there's a very specific way to go about open houses. So I would say that's another one that's working really, really well. And I would say that's it. So that's definitely enough. I know I'm, I'm almost at 20 minutes here for this episode, but if you want to have a conversation, a lot of this stuff, you can't implement it all. You probably heard of most of what I've said, but are you generating one to two closings for each of the lead gen levers you have in your business? Have you focused and gone deep enough on each of the Legion levers you have in your business to get to one plus transactions per month? So this is our recommendation inside of Million Dollar agent method, which is a 90 day buildout. We help you actually implement the database touch system, the agent, brand authority builder and two other Legion levers, you get access to all of them forever. All the upgrades and updates forever, lifetime. But you actually have four Legion levers installed and they're each good for one transaction per month once they're fully operational and sort of baked out into your business. And, and we have this meaningful guarantee. You'll generate at least $40,000 of additional gross commission income inside the time that we're working together. Or I'll just give you a complete refund of your investment in the Million Dollar Agent method. So for sure, if this hits you like a two by four in the middle of the head and say, saying like, I know I need systems, but I'm not good at building systems, you definitely want to at least have a strategy session with the team. It's Million Dollar Agent method dot com. That's Million Dollar Agent method dot com and and we'll see you on the next episode. Be good.