Business, Personal and Real Estate Coaching by Coach Stuart Kaufman

"Consult The Coach" Archives
Stuart Kaufman, MS, MBA
“The Real Estate Coach”

January 2012 - Volume 12, Issue 1

Dear Coach:

I haven’t been doing much lead generation lately. Do you have a quick and easy method I could try?

Signed, “Lack of Leads”

Dear "Lack of Leads":

There are no quick and easy methods to lead generation, which is why most brokers don’t lead generate on a consistent basis. In fact, many don’t lead generate at all. The paradox is that lead generation is one of the most important jobs of a successful real estate broker. Lead generation requires discipline, consistency, and a burning desire to grow your business. One of my favorite lead generation systems is the “5 by 5 by 5”. I like it because it’s a relatively simple concept that utilizes 3 different ways to “connect” with people. And, like anything, it works when you do it. The goal is to connect with 15 different people each morning. The most successful agents lead generate in the morning, usually between 9 am - noon. Here is how it works:

Make 5 calls or personal contacts each morning.
1. Prepare to make calls by making a list of people to call, the day before. Call your past clients, referral sources, and others in your Sphere of Influence.
2. When you get voice mail, leave a brief 10 second message saying that you are sorry you missed them and that you will call them back another time.
3. When they answer, have a brief 5 minute script prepared. If you need help creating your script, send me an e-mail.
4. If you know that the person doesn’t use the phone, then text, e-mail or meet them in person.

Write 5 hand written notes each morning.
1. These notes can be a follow-up to people you have not been able to personally contact or they can be thank you notes.
2. Everyone opens a handwritten and hand addressed note, and you will stand out since most brokers never write hand written cards.

Create 5 e-mails each morning.
1. These e-mails are personal to share information, an interesting article, market data, or a picture. Be creative!

Extra Credit: Create 5 on-line messages to promote listings each morning.
1. Post your listings on Craig’s list or other bulletin board

One of the most effective ways to create the lead generation habit is to track your activities every day. If you would like a tracking sheet to do this, send me an e-mail. Your success in generating leads will be directly proportional to your consistent implementation of this, or any other, lead generation program. Wishing you much success!

Download Article in pdf format

About the Coach:

Stuart Kaufman, MS, MBA, is an experienced Real Estate Educator, Columnist, and Business Coach who has motivated, coached, trained, and inspired thousands of Real Estate Professionals to “get their spheres, businesses, and lives in gear.” He is the administrator of the Puget Sound School of Real Estate in Seattle, WA. To ask the Coach a question, send an e-mail to coach@stuartkaufman.com.

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