My hopes for what I'm about to say, is that it changes the way you do business. I know that you're not looking to change things all the time, right? But this is really important. I don't really want to change any major habits. I don't want to really change. It has to do with what you're in love with when it comes to your business and what you think is most important in your real estate sales business because I have an alternative view to what the industry and the world will tell you what is most important and what you should be concentrating on the most.
Agent Leads University: What We Want You to Know
There's a lot of stuff out there. There's a lot of different things that you could be focusing on, right? There's customer service and hustle that people want you to view as most important. But here's the point of this post. The real estate agent role, the realtor, the broker, the agent role is an entrepreneurial endeavor. It is a career, a profession and a craft that exists so that individuals can control their own destiny to a certain extent. Especially from a time and a freedom and an income standpoint, but that one thing to remember is that income buys time and space, right? So we want to increase our income, want to increase our revenue because we have more time and space to do what we want to do.
HERE IT IS: Your business is not showing houses. Your business is not listing appointments. Your business is not happy customers, happy clients. Your business is the marketing and sales of your business. The thing is not the business. The marketing and sales of your real estate sales business is your business. Don't get that confused with your understanding or your knowledge of the market. Don't get confused with trying to keep up with the technologies of the day. Don't get that confused with relationships with clients.The only thing that matters is the marketing and sales aspect of your business because the most important asset in business is distribution.
Keep your Priorities Straight
The only thing that should be the number one priority is your lead generation and follow up sales system because those are the oxygen tank to the thing that you're doing, to being someone's surrogate in the real estate sales process, to being someone's representative, to helping someone find their dream home, to helping someone sell their home at a price and a speed in which they want to transact. None of that delivery of the product can happen if your marketing and sales isn't what you're concentrating on. I hope this statement changes or at least helps you become more effective in generating income because obviously real estate agents are entrepreneurs.
This is just a post to remind you. This is just let me pretend I'm the Majority Whip in the Senate and I'm just whipping you back into line where you need to be voting, where you need to be applying your activity.
Remember the 80/20 principle. 80% of your time should be marketing and sales of your business. If you have slipped away from that, then you're probably feeling the ramifications of that from an income perspective.
Yeah, this is a little bit of an admonishment, but just more than anything, I want to encourage you that it's okay to think sales. It's okay to think marketing. You need to be given the freedom to promote and gather and build your list. A, B, C. Attract traffic. Build the list. Convert sales. Facebook ads. Follow up systems. Text messages. Send a video text follow up. You should spend more time thinking about creative ways that you can follow up with prospects than you do how many hours you spend in the brokerage office or any of the other administrative or potentially clerical tasks that agents find themselves getting stuck in. You've got to quickly identify your $10,000 an hour role and delegate the $1,110 an hour roles.
Delegation is a massive part of the puzzle of growing your business, but delegation cannot happen if you're not thinking about the one thing that matters in your sales business, and that is the marketing of your service. You must fall in love and be passionate about pushing the dog sled of marketing in your business.
The 80/20 Principle
80% of your focus. 80% of your time. 80% of your daily planner. 80% of your weekly calendar. 80% of your monthly calendar should be sowing the fields and harvesting. Then 20% of it tying up loose ends, whatever that is, the stuff, the crap that you just find yourself slipping into, the nonproductive, non results-driven activity that eventually will just take over like kudzu. Don't let kudzu become your business. Always be out front with a machete chopping that stuff down and clearing a way for new clients to come into your business.
Thinking Outside the Box
Practically speaking, run your Facebook ads. Make sure your email marketing is in place. Do some Messenger bots. Do private message follow ups. In your follow up marketing, when you get names and email addresses coming through, go to Facebook, find their profile, and send them a private message or post on their wall something professional or fun but not spammy. Think outside the box when it comes to Facebook follow up.
Just wanted to encourage to make sure you've got your priorities in place. The number one thing, despite what anybody else is telling you, is the marketing of your real estate sales business.
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