Want to generate new leads each and every day? Here's how.
Director of Discovery Finance Group, Joshua Vecchio has written over $250m, using techniques and tips being shared on his website Top Broker.
What you lack in talent can be made up with desire, hustle and giving 110% all the time. – Don Zimmer
We all know you can’t sell a secret – as brokers, if we aren’t out there EVERYDAY telling the world about our business, meeting with referrers, helping clients and bringing on new customers then you aren’t hustling and your business isn’t growing. Seems simple right?
I’ve been speaking with a wide range of brokers recently from new entrants to veterans and one thing that surprised me is that a large majority seem to expect business just comes to top brokers who are doing big numbers – but if you look past the surface, top brokers in our industry are out there everyday growing their business, generating opportunities and adding immense value to their client base – so I’ve put together a few of my top tips and activities to generate new leads that you can do each day!
Learn the basic steps for getting leads for real estate in this article.
Time bound, bite sized goals
It shocks me how many brokers don’t have written time bound goals. If your goal is to write $3M per month before the end of the year then you need to write it down – but I don’t think this is good enough, I go one step further then break it down to manageable tasks i.e. – Weekly goals – how many appointments I would need to book per week to write this amount in loans? Then break it down further to Daily Goals – how many calls do I need to make to book X amount of appointments per week? These bite sized daily tasks will ultimately help you get closer to your goal each day – also to help we have put together a daily planner on our Free Tools resources that will help with planning this.
Activity and Action
Ok cool once the monthly target is locked, you’re cooking with gas but like I said above you need to have daily actions to deliver the monthly or yearly results. For me, consistent daily action is the best ingredient to deliver these results and unfortunately there is no substitute for this. It is a hard slog in the short term that makes it all worthwhile in the long term. When I first started, my daily action was to make 15 calls to old customers I had dealt with in the past – Now this doesn’t sound like much but over the course of 6 months meant I expended my network exponentially. It is imperative to be consistent! I made the calls religiously no matter if I was sick, busy or tired because consistency in the calls delivered consistency in results!
Success Leaves Trails
The beautiful thing about success is that if someone before you has been able to achieve it, then there is no reason why you wouldn’t be able to achieve it too! Success always leaves clues. For me one of the traits I attribute to my success is being flexible and adaptable – What I mean by this is whenever I learned something new that I thought could positively help my business, I would look to implement it IMMEDIATELY!
Mentor or Business Coach?
As a broker, being completely autonomous is awesome – most of the time – but to some holding yourself accountable isn’t one of the most obvious perks. For me the best example of this is going to gym, like most people I had a gym membership for 6 months which I barely used more than 4 or 5 times. I had ONE MILLION excuses why I couldn’t go and so I decided to make a commitment to get a Personal Trainer. For the 6 months following, the personal trainer and I worked together, he held me to account and ensured that I completed my program as per the plan.
The results of the second 6 months with the Personal Trainer were drastically different – 4.5 kilograms different to be exact! This is the same in business – a mentor or business coach will give you accountability, ensuring you’re on track as per the plan and give suggestions that might not be obvious to you. Remember: This doesn’t need to be someone paid or arranged formally thorough a mentor scheme it could just be another broker or business professional you catch up with every month that can give you tips and keep you on track!
Realistically nothing worth achieving is easy. Success is the ability to keep on going failure after failure. Seeing beyond the short term pain and discomfort, withstand it and persevere. So remember: keep hustling each and every day! Pick up the phone, go and see new referrers, go to one more networking function each month, contact some old clients and you will ultimately reap the dividends in the long term!
If you’re trying to think of ideas on daily actions check out a few of our other guides to generate more leads through Google, existing customers, and real estate agents, as well as looking at the secrets of a $35 million mortgage broker!
This article originally appeared on Top Broker, a growing online space where tips and strategies are shared by Australia's top mortgage brokers.
