We’re deep into the third quarter of the year, and you know what that means; it’s time to ramp up your lead generation. While many agents succumb to the temptation to take their foot off the gas at this time of year, the most successful agents apply more pressure to the pedal and focus on generating the leads that will carry them into next year. Set your business up for lasting success with these tips.
Plan for success. Planning your day ahead of time allows you to hit the ground running when you turn on your computer in the morning, instead of wasting time thinking about what you need to get done. One of the biggest complaints agents have is they simply don’t have time. If you want to succeed, you make time. List your top two priorities—one of which should be lead generation. This will ensure you have the time to generate those leads.
Prioritize your people. Who are the clients who have referred you the most? These are the people you should communicate with the most. After all, their business and referrals are the lifeblood of your business. That means call your top clients first, deliver their pop-bys first and write them personal notes most frequently. The more you connect with them, the more likely you are to stay at the top of their minds so they can refer you.
Delegate. It’s hard to find time to generate leads when you’re bogged down by tasks that take up a large chunk of your time. Try to delegate time-consuming tasks, such as stuffing envelopes with marketing flyers and filing paperwork to your assistant. This will give you more time to generate leads.
Schedule “wiggle room” into your day to handle the unexpected. It’s still essential to serve your clients, and there are times when emergencies pop up. However, when you have to divert your attention from the task at hand to put out a fire, chances are you won’t return to it later. When you build wiggle room into your day, you know you’ll handle the issue later on, and you’re less likely to abandon your lead generation to deal with it right away.
Track your progress. Tracking not only provides perspective on how close you are to reaching your goals, it also helps you see what’s been done and what still needs doing. Plus, it provides helpful motivation on those days when you may not feel like picking up the phone.
Lead generation is an essential part of your business, and when you work by referral, those leads come from the relationships you build with your clients. The more you stay in touch with your top clients, the more referrals you get to people just like them. Build a database of clients you love to serve by staying on top of your lead generation. Remember, the best time to sow the seeds for future business is now.
For more information, visit http://www.buffiniandcompany.com.
