The longer I'm in this business, the more I realize how simple it is.
Generate leads. Have conversations. Convert to clients. Close deals.
So why do so many agents get stuck?
I can't say why most get stuck, but I do want to share from my lessons of when I've gotten stuck, and I'll share how I got unstuck.
Fast Value: Continue to increase your lead generation. Always have more conversations than yesterday. Continue to improve your conversion. You'll do more deals, and the business will grow. Do them all together and you'll see your business take off.
If you know anything about me, I always want to continue to grow. For this conversation, I'm going to assume you want to grow as well...
The times that I've got stuck in my business, it has been because I got comfortable.
Not comfortable with the amount of business we were doing. (I always want to do more deals)
But comfortable in one of the three things that matter most.
- Generating leads
- Having conversations
- Converting leads to clients
If you do those three things, the deals will take care of themselves.
I've gone through a few seasons of this.
The first season, I generated a TON of leads. I already had a solid foundation with my sales skills, so...
more leads = more deals
... but then, I got comfortable with the amount of leads we were generating. (aka - I stopped increasing my marketing budget)
We were still doing a lot of business; I did $780k GCI in my second year, but the business stopped growing.
The next season, I focused more on getting better at converting leads. I made our sales process better, improved the content we made to nurture and convert leads.
We converted more leads, and the business continued to grow, but not at a crazy speed.
Most recently, we've become obsessed with creating an environment that makes our agents more productive. (aka - have more conversations)
And that has had a bigger impact on the business than anything else.
I think because momentum is so important.
But right now, our business is growing faster than it ever has.
Why?
Because we're doing all three at the same time.
- Generating more leads (we've 5x'd lead flow since January)
- Having more conversations (we've increased accountability)
- Improved conversions (doubled down on our sales process)
- We're doing more deals
duh.
Sounds super obvious, but so many agents and team leaders struggle to continue.
Continue doing the boring work that works.
There are two posters hanging in our office.
"Work works."
and...
"Do the Basics.
At a High Level.
Consistently."
Anybody who asks how we've grown our team and our agents' success so fast, that is exactly how.
We do the boring work that has to get done. We do it all the time. And we do it better than most others.
That is why agents keep joining our team. We hear all the time... "Whatever you guys are doing is obviously working."
Yup. It does.
It works if you do.
So, this is your message to...
- Generate more leads
- Have more conversations
- Improve conversion
... because if you do all three of those, more deals will come.