The Lead Generation Triangle - The Zebra Blog | The Zebra Blog

The Lead Generation Triangle

Lead Gen Triangle

Whenever agents ask me what the best kind of lead generation method is I have to answer with the same two words every time … it depends.

Great lead generation depends on so many factors and it has to match your personality, your skill level and your interest level. If you have no interest in sitting at open houses then you should not be doing that for your lead generation method. You won’t be able to sustain them and your energy at the open house will be low. Buyers that come through the open house will feel your low energy and your results will reflect that.

Lead generation has to be something that you can sustain over a period of time and you need to have the skills to be effective at that particular type of lead generation. For example, if you are not good at writing and you don’t enjoy it then I wouldn’t recommend you write a weekly blog.

When an agent asks me to help them figure out a lead generation method that will work for them I look to the “Lead Generation Triangle” to help them find their best lead generation fit. The Lead Generation Triangle refers to the types of areas or interest that the agent might have. The 3 sides to the triangle include: Relationship Specialty, Area Specialty, Talent Specialty.

Is there something that you are particularly talented at like writing, or people skills, or consistency? If so, then you could be great at Open Houses, Blogging, and live Networking Events. Perhaps you have an area that you are the expert in or that you have a strong presence in and if so then a Geographical Farm could be perfect for you. Perhaps you have some strong relationships or belong to a special interest group and you like to cultivate your leads through people. Then you would be great at doing monthly mailings to these “relationship” groups and building your business that way.

Every type of lead generation system can work, even door knocking – something I personally refused to do when I was selling. It did not match my personality and the thought of it made me very uncomfortable, so I didn’t do it. There was an agent in my office however that door knocked all the time and had great success with it. So who am I to say door knocking can’t be effective?

I have personally seen almost every type of lead generation system work for agents over the years. But that success came to those that were able to sustain the lead generation over time. And you can’t sustain something that you don’t like or don’t have the talent to do.

The key to finding your lead generation fit is to ask yourself if the type of lead generation method is something you can do consistently over time. If you have the talent to do the activities associated with that type of lead generation method and if you have the desire to do it then your chances of finding success in it multiple dramatically. When agents can find their “fit” and sustain lead generation over time it will give them a very nice income boost in their business. Lead generation done right is the financial engine of your real estate business.

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