A short presentation by Lars Hedenborg advising real estate agents to focus on sustainable business systems rather than cold calling. He emphasizes three core systems—database management (regular touches), brand authority/social proof, and client care as a lead-generation lever—and recommends direct mail, expireds, and yard marketing as tactical examples.
I am not the super tactical word ninja outbound dialer. Like I'm not that guy. But if I could turn you into a business builder, your life will be changed forever because you could learn the other stuff like if you want to Outbound dial expires. There are people that give away all that stuff for free online. Ricky Carruth, Hoss Pratt, Aaron Novello. In my exp organization I mean you've got so many things you can plug into if you want to just outbound call them. But in terms of taking the time to like buy the letter holder, get red X, get that system launched, that's the actual work of becoming ultimately financially free. Same thing with the database, same thing with social media. How do I make sure that I'm. I build the database properly, I feed it regularly and I communicate with it so that it becomes a legit asset in my business when I just have not only my own experience to pull from, but I have members that started the database touch system a decade ago and it's still 40% of their business at hundreds of transactions per year doesn't help you. If you can't pay your mortgage, you need a closing this month. Some of this stuff doesn't line up with the speed at which we need it to get us paid. But for the most part these are the systems that you will look back on. Your database touch system, your brand authority builder, social proof, you know, for sale by owners expireds. I would lump in there as well. Everyone needs to put the yard marketing system in place. Client care as a lead gen lever is a sneaky one that most agents don't put into place. I would put client care as a lead gen lever even before any other system. So database brand authority and client care as a lead gen lever. You do those three and you want to sell three to five homes per month. You will get there eventually. I mean of course I would do expired. I love expireds. I love any anything I can send direct mail to and I can commit to being a good marketer. There's gold in that. And I think direct mail is going to be even more powerful as like robots take over everything.
