What is Lead Generation and why do you need it to grow your business?

Hi everyone, I am Marcia – one of the creators at the Million Dollar Sales Record here. We are your resource for Sales and Marketing insight to help you to earn millions in sales so you can afford to do what you really want to do. Today, I will be discussing several methods that you can use to Lead Generation as a Sales Professional or Entrepreneur that you probably have not already considered.

There are several creative things that an agent can use to promote their brand and their listings. The Millionaire Real Estate Agent Book by Gary Keller and Jay Papasaan had outlined this beautifully throughout the book. One thing that separates the salespersons and entrepreneurs that did well in the last couple of years from the ones that did not do well was that they used new and traditional / commonly known prospecting and marketing strategies in the digital post-pandemic – era. Here are some of the best lead generation techniques that you can add to your lead generation tool kit as a multi-million dollar earning entrepreneurially-minded person:

1.??????Use Social Media to host virtual tours, showcase your listings/products/services, engage with your clients, and educate your clients about how they can use your services. This is a very heavy topic, stay tuned for several videos about this topic. Audiobooks like ‘YouTube For Real Estate Agents' by Karin Carr and ‘Business Planning for Real Estate Agents' by Matt Williams discuss this further. WhatsApp (especially WhatsApp Business) can also be used to share details about your services and flyers for your listings in the form of Broadcast messages or just forwarding it to up to 5 people at a time and starting conversations among friends, family members, co-workers, etc. that already know you and talk about how you can help them with their needs.

?2.??????Door – Knocking and driving through the neighbourhoods or cities where you wish to establish a presence in. Yes, I know that we are still in a pandemic and in countries like Jamaica, there may be neighbourhoods where this is not entirely possible. However, the entrepreneurs and Salespersons that are going around the communities of their choice and asking the question “Do you or is anyone that you know interested in buying, selling, or leasing Real Estate” or “do you know of anyone who would be interested in XYZ product or service” (especially if they leave a flyer with them) are getting more traction than the persons who do not.

?3.??????Flyer Distribution and Mail-In Flyer Distribution

?You can hire someone to do it. Or you can ask the persons who sell newspapers in your area to slip it in newspapers for a small fee or even submit them through the post office. Usually, the most costly item in this idea is the cost of the flyer. This is especially since you can design the flyers for free using Canva.com even if you have zero graphic design experience because of the hundreds of templates and tools that it has to offer.

?4.??????Signs, Billboards, and lollipop signs (Remember these signs/billboards work best with limited use of text and eye-catching images. Lollipops work best with a big central image and a logo. Avoid using a lot of text on lollipop signs because people usually won’t take the time to read them in full detail since they will be driving past them anyway).

?5.??????Open Houses, Virtual Home Buyers and Home Sellers Seminars, Presentations, Workshops, Pop-ups at stores, booths at events

6.??????Presentations at the neighbourhood watches, work groups, associations, and clubs that you are already a member of

7. Door knocking (in residential communities or in towns where you wish to establish a presence in to see if they have an interest in learning more about the products or services that your brand offers).

8. Cold Calling (Calling people who do not know you and talking to them about your brand/business)

9. Calling or speaking with people in your Sphere of Influence (these are people who know you and you know them. These can be your friends, family members, past coworkers, church members, etc.).

These Lead Generation methods are just some of the many ways that you can use to market your brand and the products or services that your brand offers. Remember to add the contacts for the prospects that you gain to your database as a part of your lead management strategy for 2023. Also, remember to follow up at least 31 - 33 times for the year because lead nurturing can ensure that you gain repeat business, referrals, and even just their business since most people unestimate the importance of following up.

1. If you like this article and found it useful, please share this article with anyone that may need help in setting goals for 2023. Like this article and leave a comment to let me know that it helped you.
2. You think it is unrealistic to want to earn millions in sales in 12 months if you are willing to put in the work, right? WRONG! You have the potential to and deserve to earn the kind of money to do the things that excite you through sales. Here are some insights that can help you to overcome that belief. Visit: marcia-bent.mykajabi.com to learn more and sign up for the ‘Million Dollar Sales Record’ Course.

References:

Carr, K. (2019). YouTube For Real Estate Agents - Learn how to get free Real Estate Leads and Never Cold Call Again. Audible - Karin Carr

Keller, G., Jenks, D., and Papassan, J. (2004). The Millionaire Real Estate Agent. The McGraw-Hill Companies

Tracy, B., Ziglar, Z., and Hopkins, T. (n.d.). The Power of Prospecting - Supercharge Your Sales Performance. Audible - Made for Success.

Williams, M (2017). Business Planning for Real Estate Agents - A step-by-step guide for creating an effective business plan. Audible - Matt Williams.