Whether you are a real estate professional, mortgage broker, building inspector or a home stager, you work to get leads. Getting leads isn’t enough though, anyone can do that.   Most of us fail because of our lack of follow up or in our method of delivery.

We are in the people business. We must have enough people who are cheering for us each and every day. In order for them to do that, they must first know us and trust us. We are not going to earn their trust by acting like true salespeople.

If you don’t care about the people and your goal is to sell and earn money. WRONG!

You are not going to increase your list of potential clients by constantly shoving your product in their faces. Whether it be by door knocking, cold calling, through newsletters or direct mail, you must show your target audience that you CARE ABOUT THEM.

They don’t care how much you know until they know how much you care …… about THEM and THEIR situation.

Most agents who do actively farm – there are not many because no one knocks on our door – it goes something like this……

They will introduce themselves (or say they are calling on someone’s behalf – bad), never ask about my situation just launch into what they want to say about a new listing, an open open or a forthcoming auction.  If it is a door-knock, I will be handed a brochure about his/her “team” and let me know they sold xxx number of homes in the area.  Then ask do I know anyone wanting to sell and maybe offer me a CMA.

Would I ever call this person for my real estate needs? NO WAY !

I could care less how many homes his/her team sold, I don’t care which company he/she works for.  They mean nothing to ME.

So, next time you decide to speak with a for sale by owner or cold call/door knock, think about what would be beneficial to that person. Instead of trying to sell yourself, build a relationship. Once you get their information, touch base with them often. Do not stalk them!   Regardless of what some coaches say, most people don’t appreciate getting calls from agents they don’t know.

The best way to generate leads is to be known in your community. That takes work. Get involved. Help those who are in need.

Forget biscuits, tea bags or anything edible – straight into the bin!

If you are genuine and come from a place of contribution, I promise, you will earn the business.  Don’t be that salesperson people avoid, be the one your friends, past and future clients call.

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