If what you have planned this week does not include prospecting and marketing for new leads, then you should rework your plan. Nothing you do during your business week is more important than adding new names to your contact management system. The ways to generate real estate buyer and seller leads have not changed very much over time. Floor duty, open houses, just listed and just sold cards and letters, calling expired listings, calling FSBO, calling family and friends, advertising in the newspaper are several of the tried and true ways to increase your business. Today savvy agents are also taking advantage of the internet through blogging, personal website and lead generating companies to increase their business.

Make this week less about the non important stuff and more about lead generation and you will reap the benefits!

Those agents who have an ability to generate leads and lots of them, are not fairing as badly as their counterparts in the business.  The ability to consistently generate leads is a skill set most sales people never learn.   So what is their secret?  These top producing real estate agents understand that to have more leads they need to do more lead generating activities.

• More open houses
• More center of influence contacts
• More calling of expired and FSBO
• More price reductions
• More internet marketing
• More door knocking
• More money making prospecting and marketing efforts, period

The agents who are making the sales today understand that in this real estate market they need to have lots of irons in the fire.  “Being there” is more important than ever before.   Open houses may not always produce contacts and leads but NOT holding a home open guarantees that you will never pick up a buyer or seller lead.  This same principle applies to each and every marketing/prospecting avenue available to real estate agents.

Do what it takes to generate leads and you will excel, even when others fail.