While there are many ways to define the term ‘lead,’ it is malleable and depends on the market. That is, when there are more motivated buyers or sellers, the definition of ‘lead’ adapts to the current market. Your flexibility in understanding the shifting meaning will determine if you are successful in finding those who fit the current definition, that’s one of the important roles in lead generation.
In Gary Keller’s SHIFT, a lead is defined as someone willing, ready, and able to buy or sell a home. By focusing on this definition, you can better identify the most motivated buyers and sellers. This theory indicates you should also focus on a handful of sources rather than the scattershot approach of lead generation. In the current technological world, it is easy to overextend yourself with the number of lead generation tasks.
Managing Lead Generation Tasks
To manage your lead generating tasks (tasks), you will need to focus on the ones that provide the best results and phase out the remaining ones. Start by listing out all your tasks and activities, note the number of transactions for each, and the ROI produced. Then, rank the list two ways, one looking at the highest number of transactions and the other with the most ROI. Compare the top four of both lists and start assessing which tasks are most effective. This is your essential lead generation task list.
Logically, any tasks that are not producing should be removed from your tasks. The tasks that land in between should then be reviewed with a keen eye, asking if you invested the time spent in that task to your essential list what the results would be. In most cases, you will find that you will save time and resources while producing more results.
Messaging
Messaging will also play a crucial role in your tasks. You’ll need to stay open to change at a moment’s notice depending on the shift in the market. As you’ve probably seen, a mismatch in messaging with a market’s expectations can really put a stop to business. Just as important as the message itself is the way you a message is conveyed.
With recent events in the United States, it’s essential to recognize and relay the values of family, community, support, and diversity. It is certainly not a good time to push people to sell or buy a home; however, it is time to show support through resources and supportive statements. Once you have identified a message that resonates, be consistent in all your efforts while staying in touch with prospects. Relationships matter more than ever now.
In the end, the time you spend building your lead generation through focused networking and relationships will grow slowly and build up a successful business. Stay focused, be consistent, and stay flexible for the changes in the market. Check the services that we currently offer to take off some of the burden off your business.
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