“Stop looking for leads, generate opportunities”

It seems like the entire real estate/mortgage industry is heading down a path that is obsessed with lead generation. With rising rates and tight inventories, people are flocking to seminars, webinars, websites, and social media to spend all kinds of time and money to find leads. The issues are numerous with this concept, too numerous to deal with in one blog post, but the pure focus on lead generation is absurd and expensive. One of my clients told me that one of his realtor referral partners urgently called him because there was a popular service zip code now available for just $4,800 a month. She was very excited about this deal. I expressed to my originator that if this was truly worth the money, why did the last person give it up?

Another client I have was generating almost 200 leads a month. He had a team of eight people and converted about 20 loans a month. He came to me frustrated that his days were consumed with chasing prospects and documents instead to spending time talking to those referral partners he really wanted to work with. In the past year he has worked to reduce his lead generation activities and worked on creating opportunities for him and his referral partners to locate and assist the very people they wanted to serve in the first place. In the one year he reduced his overhead by more than $40,000 just in useless credit reports! He was able to eliminate two full time positions and convert another two positions to opportunity generation and relationship management from processing leads that were never going close.

In addition to those cost and staff reductions, the number of total hours worked was reduced significantly at the same time they were able to more than triple the amount of time spent with personally connecting with clients and referral partners. The result has been a real change in his business and quality of life. The contact to closing ratio has gone from less than 9% to more than 30%. He anticipates that by the end of this year he will see that grow to 40%! At the same time they are closing the same or more units each month.

By understanding where your business comes from and the type of people you really want to work with, you can vastly improve your business and not sacrifice results. You don’t get paid to generate leads; you get paid to close transactions. You need to fully understand where your business comes from and the time and money it cost you to make that happen. As I have said before, your process acts like a filter. Share the proper process, you will find the client’s and referral partners that control those opportunities. You must understand that it’s the quality of the customer experience and the value you provide to your clients and referral partners in the execution of your process that generates the opportunities you are looking for.

So compare your business to the “Referral Triangle” to see where your business is coming from. See if the time and money invested into your prospecting is generating the return you are happy with. If the percentage of investment isn’t equal to the return; you may want to rebalance yourself and make the most out of your efforts.

There is real change in our industry. Everyone seems to be in discount mode and ready to give away their money for the sake of closing a transaction. Well, unless you have an endless supply of money, you can’t ever lose money on deals and make it up in volume; that never works! The power is in being an expert. The value is found in the quality of the experience. It’s not about leads; it’s about closed and satisfied customers!

You can get a free copy of “The Referral Triangle” on the website: www.IMTcoaching.com

Questions or comments: Mike@IMTcoaching.com