10 Habits of Top Agents - A Series

#2 - Consistent Lead Generation
As busy as they are, top salespeople know the importance of consistently looking for new leads. At the beginning of their career they spent most of their time looking for new customers. Real estate is a numbers game. The more people you talk to, the more leads you’ll get, the more sales you do. Seems simple, doesn’t it?


This is where most new realtors fall short. They don’t know how to find potential customers and don’t know what to say to them when they do. They are afraid of rejection. They are afraid to knock on a door for fear of seeming like a vacuum cleaner salesman. Inevitably they end up sitting in the office, twiddling their thumbs, while their expenses pile up.

When you are new to this business, it is imperative that you start with a brokerage that will give you the proper coaching that you require to teach you how to generate leads on a regular and consistent basis. The rest is up to you. You will have to try some things that may be outside of your comfort zone, but you’ll soon discover that it’s fun to meet new people, and that everyone you meet wants to talk about real estate.

Once you’ve been in this business for a number of years, prospecting for new clients changes, and generating leads gets easier and less time consuming. The #1 source of new business for experienced agents is referrals from satisfied clients. Top salespeople know the importance of regular communication with their past client database, and know how to ask for referrals. They also understand the value in advertising and marketing for lead generation.

Successful salespeople obtain leads from:

• Mailings and email campaigns

• Ad calls from their many listings

• Referrals from their database of clients and other people they know

• People met at Open Houses

• Websites

• Farming (target marketing, usually a geographic area)

The list goes on, but you can see that it changes considerably from the beginning when you don’t have a lot of listings to advertise, a lot of money to throw at your marketing, or a huge database of past clients.

If you are considering a career in real estate talk to us at Bowes & Cocks. Lead generation is a big part of our new agent coaching program. You won’t have a better chance of success anywhere.

If you are in the business currently and not reaching your goals, we can help you too. Call me for a personal business consultation. Let’s talk.