For more than two decades I have really underestimated the importance of having an actual plan for agents and their sales and marketing. I was always trying one thing or another to generate leads for my business with no actual plan or focus.
How many agents actually have a formal, written, systemized and scheduled plan for lead generation? Are you just winging it?
First we need to understand the difference between a Lead and a what I call a Hit. So many of us confuse ourselves with leads and that we have so many leads but the reality is we have so many hits and not that many leads. A Lead in my opinion is someone who has expressed interest in buying or selling now or in the near future, say 60-90 to 120 days. A Hit is someone who has filled out an online form, randomly emailed you about a property or is just plain curious and maybe one day would consider buying or selling some real estate.
Having the ability to qualify hits on their timing and motivation determines whether they are a lead or really just a hit. Now that we have determined the difference between a lead and a hit let's look at the next step to a strong sales and marketing plan. We need to determine what strategies we want to implement and choose the strategies that are right for our personalities, strengths and what we believe that we would be good at. We have so many options as agents to generate leads with our sales and marketing but what ones do you enjoy? Would do without hesitation? Would suit your strengths? Here is a list to choose from.
Click Here >> Agentsboost - Prospecting Activities Chart
The next step to your strategy is to choose enough sales and marketing strategies to ensure enough leads for you and your business. You can't be just a one trick pony and rely on maybe one or two strategies. The key to a strong sales and marketing plan is a minimum of six sales and marketing funnels. In fact most top producers have at least ten to twenty funnels of sales and marketing strategies generating leads for their business.
After you have chosen your minimum of six then you build your sales and marketing plan. Actually write out a plan for a ninety day period of the activity you are doing like when you are doing it, how you are performing it and all the pertinent details of each funnel. Clearly create the plan and visual so you can see the plan for the next ninety days in advance. Here is a sample of a three month sales and marketing plan to help you build your own.
Click Here >> Sample Marketing Plan
So there you have it. A sales and marketing plan for lead generation with a minimum of six funnels and a system to create consistent leads to keep your business at a smooth steady pace and not peaks and valleys of leads and then no leads. I trust you build a plan for your next ninety days and finish 2015 strong!
Strength and Courage,
Wade
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