One of my favorite quotes of all time is “When you Generate you will no longer have to Tolerate.”

Imagine this for a moment – If you had a way where you can generate at least one new lead every single day, every day, would you ever work with any buyer who is not realistic, unmotivated, wants everything for nothing again?

I don’t think you would.

What about the sellers who won’t price their home right and want you to spend all your money on marketing or doing open houses every single weekend, knowing there is no way to get that home sold, would you work them ever again if you knew beyond a shadow of a doubt that you were getting new leads every single day.

No Way … You will never ever work with anyone who is not motivated and is ready, willing and able to execute a contract in 30 days or less.

Do you ever notice how the only agents who are complaining about the buyers or sellers they are working with are the ones who are closing the least amount of deals?

You know what I am talking about.

Top Listing agents have complete certainty in their business and they have solid lead generation systems in place therefore they complain way less cause they only work with motivated sellers who appreciate their work.

As a real estate coach I get the question all the time, what are the best lead generation systems that are working for your clients and that is what I am going to be sharing with you today, The 6 Most Important Lead Generation Systems you must put in place to Take More Listings in the next 90 days or less!

Can you really turn things around in your business in the next 90 days and become a Top Listing Agent?

 

The only people who answer that question would be you.

I think you can, I have seen many people do it, just about a week ago one of my personal one on one coaching clients by the name of Kathleen Ogilvie took 4 new listings in one week and to me that is a big deal because she took those listings in a brand new market place, just about 4 months ago she moved from California to Pennsylvania so this a new market for her so taking 4 listings in a week is really a big deal and what I want you to understand now and pay attention to, is that what she did is what anyone, anywhere in the country can do, you just have to know how to go about generating the the leads and convert them to signed contracts.

 

Lead Generation:

Now that you are a Yes, I want to Become a Top Listing Agent the next thing to do is to begin putting the right lead generation systems in place to generate leads.

Here are the best lead generation systems to put in place in the order of importance:

1.A Past Client / Center of Influence System

The biggest mistake I see in the real estate industry is how most agents generate a lead, work the lead, close the lead and forget the lead.

This is someone who trusted  you with their biggest investment, they trust you, they like, they will refer you as long as you keep in touch with them, bring them value and remind them of you. This is one of the major reasons why top agents are also Top Listing Agents, its because they understand the importance of repeat and referral business.

I would like for you to begin by calling every single person in this database at least once a quarter and while doing so identify your advocates and meet them in person to strengthen your relationship with them.

If you work this system right you can expect at least a 10% rate of return on this system, meaning if you have 100 people in this database you can expect to generate a good 10 transactions just from putting this system in place.

2.An Expired Listing System

What is an expired? It is a seller that had their home for sale and for whatever reason it did not sell and it is off the market.

Over 50% of those sellers still have every intention of selling their home and if you just call them or door knock them or mail them or do all 3, you would generate some new listings.

Most people are afraid of calling on expired so they don’t, the top listing agent has mastered the art of selling so this is an easy call for them, I know agents who take at least one listing every single week just from this lead generation system.

The 4 listings that Kathleen took in one week were all expireds, that week she picked up the phone 5 days in a row and made 11 contacts a day, she did so good cause she knows what to say (download the script here) which only takes about an hour or so, she was able to set 4 appointments, went on all 4 appointments and got every single one of them signed, you can do the same when you put these systems in place and when you also master you skills set.

Every market place has expireds, some more than others, log into the MLS and search for them or you can subscribe to a system that will do all the work for you and give you more phone numbers for expireds that you can get on your own.

Here are a few services you can check out.

1. Landvoice.com
2. TheRedX.com
3. Vulcan7.com

 

Once you get the leads, I would highly encourage you to begin your calls each day as early as you can.

I would suggest that each morning you call on your expireds in the following order, begin by calling all the new expireds from today, then call the ones you got yesterday that did not answer the phone and keep working your way backwards for 30 days until the person answers the phone, this is very important because when you begin to set appointments with expireds, you will notice that you will be competing for the listing with other agents, however, the older expireds are the ones where you will either have little or no competition because most agents only call on expireds the day that they expire and never call on them again.

This is part of the big reason as to why my clients list so many expireds.

3.A For Sale By Owner System

A for sale by owner is a home owner who wants to sell their home on their own because they either have had a bad experience with a real estate agent before and or they simply just want to save the commission and in most cases they end up not selling on their own so they list and sell with a real estate agent, which agent do you think they end up listing and selling with? The agent who called them and built a relationship with them, could that be you next? The answer is why not? most people will not call a for sale by owner because they fear rejection or they do not know what to say (Download Script here) and that is why I am going to stress the importance of why you have to master the art of selling, remember, all Top Listing Agents are Master Sales People.

Here are some ways for you to find for sale by owners to call.

1. Check in your local newspaper
2. Forsalebyowner.com
3. Zillow.com
4. Craigslist.org

Call For Sale by Owner

• Set a Listing Appointment or a Preview Appointment
• Show up, give lots of value and position yourself as the expert, get the listing and if not then
• Follow up at least 2 to 3 times a week, continue to give value until you get the listing.

4.An Open House System

Open House is an excellent way for anyone to get their name out there and position themselves as the expert and I know what you are thinking, open houses are only good for generating buyers and that is a BIG LIE …

Working this system like a system will generate you both buyers and sellers. Now I do not mean that a seller is going to walk into your open house and say to you I want to sell my home and you get the listing (however this does happen occasionally)

What I am saying is that when people in the area that you sell home in see your open house signs every single week, whether you are selling or homes or not, they think you are the area expert, so when you call the for sale by owner or the expired in that area, it is no longer a cold call, it is a warm call cause they know who you are, who are you, you are the area expert.

Trust me I would not tell you not to do it if it were not brining in new business for every single one of my clients who are working this system.

5.A Farming System

There is one thing that almost all successful Top real estate agents have in common and that is that they developed their business in a specific area or market demographic. They constantly “farm” the area for business. The term farm implies growing something.

That’s what you do when you farm a local subdivision. You plant the seeds of future business, nurture them with marketing and then reap the rewards in commissions.

I would suggest that you begin by picking an area of no more than 500 homes to begin with, this is the perfect place for you to do open houses in, call on the expireds in that area, call on the for sale by owners in that area and develop relationships with business owners in that area as door knocking, getting involved some of the community events etc, so you are seen everywhere, when you do this you will have positioned yourself as the expert real estate agent in that community.

6.An Online Marketing System

We now live in a Digital World and every lead you generate is an internet lead. Think of it this way, when you generate a lead, what do you think they do after they meet you, they Google you, they look you up online.

What does the internet say about you. Google yourself right now, what shows up? Does what show up on the 1st page of Google showcase you a Top Real Estate Agent? If not, then we have some work to do. This is a system that you can no longer ignore.

Every Top Listing Agent has a website, a Facebook Page, a Linkedin account and a Youtube Channel.

One thing I would suggest you start doing asap is to begin to get active in online marketing. Do things like post daily on Facebook, share relevant information that will benefit and add value to anyone who is interested in buying or selling real estate, start writing a new blog post every week and email it to your database and share it on all your social media channels.

This is an entire system that I teach so be sure to subscribe to my website for more info on this topic and all other topics mentioned in this article.

There you go, the above are the 6 must have in place lead generation systems of every Top Listing Agent.

What I am going to suggest is that you take the time to put every single one of those systems in place in the next 90 days.

How long will it take you to put each system in place? I think the best way to go about it is to give each system a good 15 days to put it in place, that is plenty of time and if you do follow through then in 90 days you will have put these 6 most important systems in place and I know for a fact that you would have generate some new business as a result of it.

So what are you waiting for, you have got some working to do, get to work.

I wish you the best of the best and remember that Your Success is my #1 Commitment.