54: The Discipline of Daily Lead Generation
AUDIO VERSION ONLY:
Hello and welcome to Real Estate Success Mastery T.V.
This is episode #54 and today we are going to continue the conversation of the 11 Most Important Disciplines to Quantum Leap Your Business.
In the last episode we broke down the importance of developing the discipline to staying on schedule.
Todays episode is all about the discipline of daily lead generation which in essence is a very important part of your schedule.
So lots of what we will be talking in these 11 episodes will become a part of your daily schedule and that is why episode one was all about the discipline of staying on schedule and from the looks of what we are doing now I think it might be a good idea for me to add an episode 12 at the end and commit that to another episode all about the mastery of your daily schedule, we shall see.
I would like to now share with you a quote that one of my mentors shared with me about 15 years ago that totally impacted my mindset around lead generation.
The reason he shared that quote with me is because I was always complaining that the prospects I was working with were not my ideal clients and how I hated working with them and how much low energy I was feeling because they were draining me.
He said to me the following “When you generate you don’t have to tolerate”
That statement alone totally changed my career for the better and it changed it right away.
You see the people I was complaining about were the people that I was attracting, that was a 100% my fault and the reason I had to tolerate working with these prospects was because I was doing nothing to generate new quality business for myself so if i did not work these prospects I would not make any money … so you see i had no choice … well did you just hear what I just said, i said I had no choice, really, did I have a choice or did not have a choice, we always have a choice and i was choosing to settle for what i was settling for, okay, i know you may now be saying Chadi you are getting too wordy here, lets get to the point, so lets do that.
I had a choice to either go out there and find the quality people I would enjoy working with or I had the choice to work with whomever came my way and complain about them and that is exactly what I was choosing, you may be doing the same thing and I want to help you change that for the better.
Again … When you generate you do not have to tolerate.
I want you to right now make a 100% commitment to developing the discipline of daily lead generation.
Now I am going to break this down for you to show you what is really possible for you when you really take this on.
I think it would be safe for me to say that the majority of people would most likely fall into the category of I am not doing consistent daily lead generation so lets begin with you and here is what I want you to do beginning today:
This week I want you to create the habit, the discipline of speaking to one new person each and every day, I dont care about what the source of the lead is, i just want you to get into action.
Each week I want you to double the amount of people you speak to each day until you get to a satisfactory number that you know you are going to be consistent with.
Example:
Week One: One contact a day for every working day.
Week Two: Two contacts a day for every working day.
Week Three: Four contacts a day for every working day.
Week Four: Eight contacts a day for every working day.
Week Five: Sixteen contacts a day for every working day.
You see after just 5 weeks into this you would be going from making zero contacts a day to about 16 daily contacts a day with consistency.
Now lets really break this down and to see if it is really worth doing.
When you get to the point where you are making 16 daily contacts, that would equate to about 80 contacts a week and if you were to multiply that by four weeks in a month then that would equate to about 320 contacts a month so for most people depending on their skill set and who they are calling it would average out to be at least one additional closed transaction a month and for some it could be as much as 2 or 3 or 4 extra deals a month, i know for someone like a Kathleen who I work with on a one on one basis so i know her numbers that would be an extra two closed transactions for her each month.
So if your are at the bottom of the scale you would be increasing your closings by one deal a month, so it that worth it for you, I say yes.
Now think about what is your average commission check?
For most people it would be anywhere between $5,000 to upwards of $20,000 or more.
And for the sake of simplicity, lets assume that your average check is about $5,000 and lets do some math.
I love math by the way.
If your average check is $5,000 and you have to make 16 daily contacts to get to that extra $5,000 a month then in essence you are making about $15.62 a contact.
Now that is when things really become interesting is not just the extra money you would be making but it is also that you are now in control of you would be working with.
Remember what I said earlier, when you are generate you will no longer have to tolerate.
Now because you would have developed the discipline to do lead generation everyday, you will almost every day begin to generate leads, some will be hot, some will be good, some will be cold and some would be ones you would never ever want to work with … BUT … because you are doing your job every single day you can now have the luxury of picking and choosing who you want to work with and who you do not want to work with and this is when you get to start to love the business again.
So again to theme of these 11 episodes …
Discipline Equals Freedom.
Want more freedom in your life?
Want more freedom in your business?
The have more discipline.
Now something I did not get into in this episode the specifics of who you should be calling or going after in terms of lead generation.
I am going to leave that up to you however the only thing I am going to say to you here right now is the one must source I want you to go after is your past clients and centers of influence.
In this business you have many sources of lead generation to go after so choose whatever you want.
Here is a list to get you thinking.
Past Clients
Centers of Influence
For sale by owners
Expireds
Calling around your listings
Calling around your sales
Door knocking around your listings
Door knocking around your sales
Open houses
Farming
Internet marketing
Swap meats
Networking
Direct marketing.
The list can go on and one, so you have lots of choices, so choose now to Start Generating and Stop Tolerating.
One thing I also know for a fact is the most of you do not want to do the lead generation because you have a fear of objections and rejection,
If you know that about you, then do yourself a huge favor and check out todays episode sponsor at http://www.HandleThisObjection.com
Master the art of overcoming objections and put in the discipline to do daily lead generation.
That is it for today.
When you generate you do not have to tolerate.
Thank you again for tuning in to Real Estate Success Mastery TV
see you in the next episode.
Have a great day.
Chadi
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