Most real estate agents spend under 10% of their 50-hour week actually prospecting for new business. The top 1% focus relentlessly on lead generation, knowing that cold calls convert at roughly 1% while other sources vary wildly. Building a pipeline means buying back your time to do multiple homes per month.
Most real estate agents. Most, I think like 99% of real estate agents. If I followed you around for a full week when you're working, quote unquote working, you would do actual sales activities for less than probably 10% of the hours that you work. So let's say you work a a healthy 40. Well, let's take 50 hours if you're really getting after it. You're probably working 50 hours a week in real estate. You're probably not focusing on new business development, as I call it. I don't love the word prospecting, but that you know, in essence you're generating new business and that's your job. Your job is to spend as many hours as you need to in a day. And granted, this varies by lead source. We don't cold call. Some of the cold call sources are 1 out of 100 on paid leads, 1 out of a hundred on circle prospecting or cold calling expired. But the reality of this book is to put you in your place when it comes to your job as a real estate salesperson. And real really realizing the amount of focus and effort it takes to be in the 1%. If you want to do 4, 5, 6 homes per month and get leverage and buy back your time.
