Real Estate Leads 101: Lazy, Scared & Stupid
Are you lazy, scared or stupid? If you're not as successful as you want to be, chances are at one time in your life you acted lazy, scared or stupid. Read on to find out how this may effect you.
As a real estate agent,
you are a part of the never ending cycle of converting real estate leads into clients into listings into commission! How many commissions and opportunities have you missed out on because you acted lazy, scared or stupid?
Dave Conklin, Rory Wilfong and Steve Young, co-founders of GetMyHomesValue and former real estate agents/mortgage brokers coined the phrase “lazy, scared and stupid” when trying to figure out just why some agents have huge success in real estate, while others do not.
“Basically the term was derived from years in the business trying to find out what makes people successful,” explains Wilfong. “What's holding them back from being successful in any profession? This really relates to anything: profession, careers, life, sales, real estate, whoever you are and whatever you do! If you're scratching your head and wondering why you're not successful or making the money you should be making, it's because you're being one or all of these three things: lazy, scared or stupid.”
Take a minute to sit back and think about those three terms and how the may apply to you. Think about all the real estate leads you've had in your career and how many you've converted and how many you didn't, especially of those you believed had true potential as clients.
Why are there so many real estate leads you couldn't convert? Were you working hard and putting your everything into it, or were you perhaps working lazy, scared or stupid? Were you too lazy to put in the 10 extra hours per week it would take to aggressively follow up with your real estate leads and start building a rapport? Was it easier just to go home and take a load off, rather than work those extra few hours to contact your real estate leads and convert them to clients?
Were you too scared to do the necessary follow up with your real estate leads? Too scared to regularly call or knock on their door, for fear of bothering them? Why were you so scared? What's the worst that can happen if you catch your real estate leads at home and personally give them the handy information you put together for them? So they yell a bit and slam the door in your face - that is only one reaction out of many real estate leads in your pipeline. If you're too scared to face a possible negative reaction or outburst from a lead, real estate might not be the best career for you. NEVER be afraid to try something that may seem outside your comfort zone – you never know what can come of something unless you try it!
Or maybe you were too stupid to realize that the only way to convert real estate leads to clients is hard and diligent follow up? Even if it means dropping by the house once every other week or calling twice a week. If you're being stupid because you don't know any better, than learn! If you're being stupid just because, I can't think of anything nice to say to you!
Before you go blaming others for your lack of success, think about your situation and the many real estate leads over the years that you weren't able to convert. I'll bet your last dollar that if you examine them on a case by case basis, the majority of your real estate leads WEREN'T converted because you were working lazy, scared or stupid.
