Leigh Thomas Brown tells real estate agents to stop paying for leads and call people they already know instead. He admits his own prospecting gaps and argues that warm outbound calls to your phone contacts beat expensive lead services every time.
When you hire help, whether it's for 1 hour a week or 40 hours a week, you need that person to be successful because if they're successful, they make you better. This is not about you anymore. All right? Hard thing in real estate where we're all told all the time that we are the best of the best and the best and the brightest and we're great and we're the best agent in the market and they only picked us because we're the best. So when you start getting so focused on self, that makes it hard to hire. So what you have to say is, okay, where am I dropping the ball? Where am I failing? Well, for me, I don't do a great job of prospecting right now. This is me being honest with y'all because my phone rings enough. But you know what happens when you don't prospect while your phone's ringing? Eventually your phone stops ringing. So for all of you who asked, do I need to pay for lead services? No. And for all of you who said, what's the most reliable, no-nonsense lead service? You really want me to have to tell you? Do I have to? Am I going to say it out loud for the 40 millionth time on the internet? In fact, I made a video last week of my old hair versus my new hair, and I'm saying the same thing. I think we're going to have to make one of those of me saying to y'all, call people on your freaking telephone. This is not hard. Why? Why are we not doing it? Why? Why? For everybody in here spending thousands of dollars on lead sources, uh-uh. In your phone, you have a contact manager. You know what's in it? People. People you probably haven't called in a while. And you might even look at the name and say, not really sure who that is or how they got into my phone. So when you see that person, what should you do? You're in real estate, you call them. And so for the person who made their little comment here, what can I do? I can't read without my glasses, but I'm vain. That's why I keep taking them off. Sumi. So she said, I need to know what to do to get business, but I refuse to make cold calls. Okay, so first of all, these are not cold, these are warm calls because they're in your phone. Even if you don't know them, they knew you and you saved them at some point. So maybe you have middle-aged brain, whatever, but you have to talk to people. You have to make those outbound calls.
