Since we returned from Keller Williams’ Family Reunion last month, I’ve shared the excitement and energy from that week and what we learned while there in a few of my blogs.

Here’s some other great news–from that one week, we’ve garnered several leads just from following up with the Keller Williams agents we met at Family Reunion. There’s a true benefit to being the only resource in Manhattan for a referral network that is 80,000 strong and all over North America.

What’s more, we’re time-blocking (one of KW’s lead-generation strategies) every day and our database is expanding–day by day. Our goal: Each agent is to make 25 contacts a day to generate new business. On the way, we plan to contact each of the 700 nationwide offices of the Keller Williams’® family of agents to acquire more leads and referrals.

Just in time for the historically busy season, lead generation is first on our agenda. Leads are what’s under the hood of a great real estate career that keeps it successfully running.

There’s good news for the economy as well. According to a recent Bloomberg article, the nation’s jobless rate fell in February (the lowest in almost two years) to 8.9 percent. In addition, employers added over 190,000 jobs.

Large companies such as Intel Corporation and Home Depot are announcing plans to hire thousands and one economic expert said that if last month is an indication of things to come, sustaining that kind of payroll increase would result in unemployment being 6.9 percent by November of this year.

Now is the time to build your database. Now is the time to generate as many leads as possible.

Lead Generation: Focus on Success

Keller Williams® has four main ideas for successful lead generation:

• The Power of Focus
• The Four Myths & Truths of Lead Generation
• The 36:12:3 Challenge
• The Real Estate Productivity Roller Coaster

The Power of Focus is yours–the power of you and the heart of all real success. One action begets another and it’s how you use your principles of greatest leverage (the 80/20 rule) that determines your achievement. Eighty percent of business is done by 20% of the people. I’ve always been in that 20 percent and it’s certainly reaped rewards for me, my family and my team of top-producing agents.

Twenty percent of your focused activity will result in 80 percent of your success. KW has an incredible Maps Coaching and Mastermind Program available to all agents that employs this powerful strategy: Getting an agent focused on the 20 percent that matters.

Dispelling the myths and learning the truth about lead generation is crucial to focusing your power.

1. Myth: I can’t do it. Truth: Until you try, you can’t possibly know.
2. Myth: It can’t be done in my market: Truth: It can, use a different approach.
3. Myth: I’ll have to work too much and lose my personal time. Truth: Time and effort are not the deciding factors in success. Better time…not more time.
4. Myth: It’s risky and I could lose money. Truth: Risk is in direct proportion to how you plan, budget and produce results.

Challenge your norm and decide you’re not settling for average–become the top 20% percent! How can you do this? By adapting and adhering to the 36:12:3 Challenge.

Close 36 transactions in 12 months by spending three hours every workday (time blocking!) on lead generation. Those three hours should be preparation, taking action and maintaining focus.

Being consistent in a specific task over an extended period of time will net successful results. And remember, success is not a straight line toward a goal; that Real Estate Productivity Roller Coaster is a series of ups and downs with consistent, focused participation.

Build a Lead Generation Database. Feed it every day and communicate with that system every day. Service every lead that comes your way. With Keller Williams’® eEdge, the real estate industry’s first and only complete lead-to-close business solution, capturing those hot leads has never been easier for an agent.

Deciding that you’re first and foremost a lead generator and dedicating your efforts toward this rule will not only result in limitless income, but more time in your life for the things that really matter.

Absolute commitment to your schedule is paramount to your success. Learn how you can become part of the second-largest real estate company in the country and work in an environment that challenges you and presents you with limitless possibilities!

For more information about joining the dynamic culture of Keller Williams New York City, contact me or my team at (212) 838-3700.

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