The other day, I ran across this post on a REALTOR® Facebook group (paraphrasing):
“I’ve got a large list of leads that another agent gave me, but they’re really old, and most haven’t been contacted in over a year. Any advice on a script to use when I call them?”
There was a whole bunch of “helpful” suggestions from other agents, on what to say and how to approach the situation.
I was dumbstruck. But here’s what I should have said:
Throw them in the garbage!
SURELY you have something better to do with your time, than chasing after stone cold “leads” (?).
Another similar situation came up with a coaching client. This guy is good. He works hard, and he’s disciplined. But he’s following a program he learned from someone else, and he takes it a bit too literally.
The program states that you must contact a certain number of people in your COI daily. Well, he doesn’t have a huge database, so he’s telling me how he’s phoning people that he hasn’t spoken to in over ten years and telling them that he’s a REALTOR® now.
To make this as plain as day, imagine this: You get a phone call out of the blue from some guy you haven’t thought about or heard from in over a decade. He launches into a spiel about how he’s in insurance now, and do you have time for a coffee?
Ya, no thanks.
Don’t be that guy. OK?
Do not EVER make a call for the sake of making a call. NEVER.
Do not EVER make a call or send a message to a lead or client, unless you are delivering something of value. NEVER.
If you want to build a referral-based business, it’s counter-productive to waste your time calling crap leads, when there are so many more important things to be doing.
I never once called a stone-cold lead in my entire 14-year career, and I made between $590,000-$865,000 every year, all as an individual agent.
How about you?
Use your time wisely, peeps.
12 X RE/MAX Chairman’s Club ($500K+) all as an individual agent (2006-2017)
Now, I teach good REALTORS® how to be great REALTORS®
Knowledge First Real Estate Training
Knowledge + Action = Skill
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