Let’s face it.  If you don’t have a stream of people that want to buy or sell a home, you are not going to be able to stay in the real estate business!  That’s a simple fact of life and there is no way around it. The fact is that you are going to have to do something to create that steam or to keep it full if you have already created it. Nothing new here…you already knew that!

What I see as a problem for many agents is coming up with something that they like to do (Critically important because if you don’t like doing it you’ll find excuses to stop doing it), and that is effective, and that you’ll do every day that you work.

By effective I mean that it produces leads that turn into contacts, and contacts that turn into clients.  And then clients that turn into buyers and or sellers.

What about doing this every day?  Do you REALLY have to work at lead generation every day?  If your stream isn’t full, then yes.  Every day that you work HAS to have some time set aside for lead generation.

Every day, you must set aside one or two hours for activities such as cold calling, emailing, social media posting/liking and nurturing existing leads.

In our Covid-19 reality, most in person and face to face activities have been curtailed and even eliminated.  Open house come to mind!

So here are some activities to consider:

• Blog (You can also post on Facebook, LinkedIn, Instagram etc if you don’t want to do a blog) about your neighborhood and the local housing market
• Talk to other parents at your child’s school if you’ve got school age kids
• Nurture leads already existing in your CRM (This is probably the best use of your time)
• Try cold calling leads
• Join house flipping and real estate investor groups in your area

If you aren’t sure what to say, you can always start off by asking people how they are coping with the lock downs, closures and other things that we have to do theses days.  In my experience, people are willing to talk with you because we are all “starved” for some human connection.

Once you have the conversation started, ask them if you can help them get supplies or food. Ask them if they need referrals to home repair people.  Ask them if they have found their current home to be too small or too large given the stay at home orders.

Don’t be afraid to reach out to people by phone, but don’t forget that you can also email and text message people too.

The trick here is to actually take action and do something consistently to build up that pipe line of people that will eventually need to do a real estate transaction … with you!

Here is the challenge… Say that you work 5 days a week (Possible now that open house are a thing of the past) and that you are willing to contact 5 people a day for each of those 5 days that you work.

That’s 25 people a week.  Say that you take two weeks vacation each year, that is 1250 people in one year’s time.  Lets’s also say that you can help 10% of those people to consider doing a transaction. Now we are down to 125 people.  And if 10% of those folks actually closed a transaction with you you are looking at closing at least 12 transactions a year.

Multiply that 12 by the average commission that you earn and post that number above your work station.  If that doesn’t motivate you to pick up the phone and make a call, or write that email or text message or social media post, then there really isn’t much hope for success is there?