MREA Ch 4 - LEADS, LISTINGS & LEVERAGE Leads Listings Leverage - Ch 4 - The Millionaire Real Estate Agent https://www.dna-realty.com/sell/ • Leads: Generation vs. Receiving ◦ No leads mean no sales. Some agents miss this not-too-subtle point and end up spending their time on other less rewarding things. ◦ Think of yourself as being in the lead-generating business. (Ben Kinney's “one thing” in 2015 is Lead Generation.) ◦ In a prosperous market, there are usually many agents relying on passive lead generators, casual referrals, and luck to create business. This is called Lead Receiving. ◦ Too many leads is a good thing. Always keep the lead generator turned on. ◦ Until you have enough leads to exceed your goals, there is no other issue. • Listings (seller-focused) – see “many virtues” list on page 102. ◦ Hire a Buyer Specialist to represent buyers. But focus on sellers. ◦ “All the Millionaire Real Estate Agents we interviewed devoted their time to listings first.” • Leverage: The Who, How, & What of Real Estate ◦ The challenge is to add the right people. ◦ Great Talent is irreplaceable. It often meets and exceeds standards, & has growth capacity. ◦ Poor Talent can do a lot of damage. ◦ Good Talent should not be confused with Great Talent. Good can really help, but Great can change your business forever. ◦ Avoid settling for people who merely fill gaps and do not have growth capacity. ◦ Most agents settle for good talent. ◦ “After you've hired bad, good is great!” ◦ Great Talent could be what replaces you when you Receive a Million – the prospective CEO. ◦ Great Talent will help you create and implement systems to run your business more efficiently and consistently. ◦ Never underestimate the importance of your first hire. ◦ Systems are the repeatable processes that allow us to duplicate magnificent results easily. ◦ As you progress you'll want to spend less time choosing & implementing tools. Your people leverage can take these tasks away from you and liberate you. ◦ People are the most powerful form of leverage. Hire carefully. ◦ Only after each new piece of leverage is magnificent, can you add the next. ◦ Hire when you've maximized your personal productivity. #dnarealtygroup #leads #listings #leverage #Themillionairerealestateagent #garykeller #davejenks #jaypapasan #davemartiroso #arthurmartiroso #realestate #realtor #business
