NEVER Worry About Generating Leads Again
Have you ever wondered how you can basically guarantee that you will never run out of leads for your business?
I have one rule for lead generation, and it literally helps us generate leads all over the world. Last week we were doing a challenge where we helped real estate agents understand how to get five listing leads in five days. To be able to do that, there have to be some principles in what it is that you’re teaching that can apply to everybody at the same time. The number one rule of lead generation is to give people what they want, not what they need.
If you ask most real estate agents how to attract people, they will tell you it’s good service, answering your phone, good follow-up, etc. At the end of the day, it is giving people what they want that attracts them to you. The number one desire of people looking to buy a home or people who are looking to sell a home is the understanding of what inventory is available to them. It is no more complex than that.
You don’t have to look much further than the last few decades to understand that that is the reality. Real estate started with getting in a truck and driving around, it moved to MLS books, then the internet came about, then all of these other companies. Zillow, Trulia, Realtor dot com have built billion-dollar corporations off of that one simple understanding: If we can give people the number one thing they desire, we can then do everything else we want to grow our business.
In your case, if you will just take that and apply the same idea to your marketing, you can basically guarantee that you’re never going to run out of opportunities to grow your business. Give people what they want, not what they need. When you are generating leads, stop putting too much focus into brand, customer service, etc., and just focus on the number one way to get leads in your business by giving people something that they desire in exchange for their contact information. Today if you’re a buyer or seller, the number one thing you are looking for in almost every case I’ve seen is understanding what inventory is available in your market.
If you can deliver on that, you will never have to worry about running out of leads. You will never have to worry about not having leads for your team if you can do that. If you can do that, you can build a monster company.
As these major corporations have already proven, start giving people what they want, not what they need, and that allows you to get their attention and remember, like our friends and BomBom say, “Attention is the currency of sales.”
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