a problem. Too many leads is a good thing. Now, you have choices you didn’t have before. When your lead-generation methods are consistently bringing you more business than you think you can currently manage, that is when you know it is time to hire help. Or you can “cherry pick” the best and refer the rest. Leads are foremost in the Three L’s of the Millionaire Real Estate Agent. You need to make sure you are not in the business of Lead Receiving and make sure you are always in the business of Lead Generating (and stay in it). Until you have enough leads to exceed your goals, there is no other issue. And, if you’re willing to be a Millionaire Real Estate Agent, you can never have too many.
LISTINGS—THE HIGH-LEVERAGE, MAXIMUM-EARNING OPPORTUNITY The second most important L is Listings. While leads
LIS
TIN
GS
are vital to your sales business, seller listings are critiReceive Net
cal to your ability to build it to its highest level with the lowest costs and highest net. Let’s explore a hypothetical situation. Pretend
Earn
just for a moment that you are in a situation
Think
where you have to choose between working
LEADS Figure 10
with someone who wants to list their $200,000 home and someone else who would like to buy it. Neither will be
offended if you choose the other, so which do you choose? The listing opportunity or the buying opportunity? I would hope that 100 percent of you would choose the listing opportunity. Why? Let me count the reasons. . . .
Think a Million
“Listings make the business, and signs are our best source of leads.” David and Judie Crockett Millionaire Real Estate Agents Concord, OH Sales volume—$53 million
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