![\"\"](\"https:\/\/number1homeagent.com\/images\/david_goliath_victory_lg_nwm.gif\")
<\/p>\n“Miracles are great, but. they are so damned unpredictable.”<\/p>\n
– Peter Drucker<\/p>\n
<\/p>\n
Quantity, then quality, then viability.\u00a0 That is the correct sequence with regard to leads, listings and leverage.<\/p>\n
Leads always comes first.\u00a0 In this business if one can not generate sufficient leads nothing else will matter.\u00a0 It will make no difference how smart you are or how much you know – if you don’t have any customers to talk to.\u00a0 Lead conversion is obviously the action sitting between having sufficient leads to wind up with a sufficient amount of listings.\u00a0 But just having enough leads is the very first thing.<\/p>\n
Ever “get careful” with a client or customer?\u00a0 You know, where you don’t dare<\/em> screw up?\u00a0 It is a great feeling, isn’t it?\u00a0 Not.\u00a0 Nothing succeeds like insouciance.\u00a0 Show me someone “being careful” and I’ll show you someone who is really “serious” and who is also about to make mistakes.\u00a0 When one is playing, having fun, there is no need for carefulness.\u00a0 To achieve this with customers it is necessary to know that you can get more.\u00a0 If you know there are lots of them and that they are easy to acquire then no need to be “careful with this one”.\u00a0 You’re happier and the customer gets a much better experience too (as they are being taken care of by someone who is relaxed about about the outcome and knows what they are doing).<\/p>\n Quite often, if one has the viewpoint that customers are scarce, they get into carefulness.\u00a0 This is common with agents barely making it – as the very reason they are barely making it is they don’t have enough customers.\u00a0 The reason they don’t have enough customers is either they don’t have an effective lead generation system or don’t consistently use the effective one they do have.\u00a0 Either way, not enough leads is a “bad” thing as it leads<\/em> to carefulness.<\/p>\n The future success and viability of a real estate office can be accurately predicted by how many producing agents they have.\u00a0 Not how many high producing agents, just how many producing agents.\u00a0 Offices (particularly those paying rent for space in a commercial office building) with just a few producing agents are often candidates for going out of business.\u00a0 For agents it is how many listings they have; the average number of listings an agent carries will be the best indicator of their future viability.\u00a0 Notice it is quantity first, not quality.\u00a0 Having one or two “good ones” is not a substitute for having many listings.\u00a0 In the first place if an agent has two “good ones” he won’t have them for long and he is at once down to zero listings for sale.<\/p>\n Obviously we strive for the very highest quality – in every area of our business.\u00a0 But when just getting an area going (for the very first time or when getting it going again) do not fixate on quality.\u00a0 It is quantity<\/em>.<\/p>\n","protected":false},"excerpt":{"rendered":" “Miracles are great, but. they are so damned unpredictable.” – Peter Drucker Quantity, then quality, then viability.\u00a0 That is the correct sequence with regard to leads, listings and leverage. Leads always comes first.\u00a0 In this business if one can not generate sufficient leads nothing else will matter.\u00a0 It will make no difference how smart you are or how much you know – if you don’t have any customers to talk to.\u00a0 Lead conversion is obviously the action sitting between having sufficient leads to wind up with a sufficient amount of listings.\u00a0 But just having enough leads is the very first <\/p>\n