I often get asked by agents, “what’s the most common business development problem you see?”
Out of all the potential issues, not having enough leads is by far the one I see the most frequently amongst real estate professionals. And it’s also the most debilitating one.
When I’m having discussions with agents, almost half of them say something along the lines of “if I can just get in front of the right clients, I can almost always sell.”
Now occasionally they’re wrong. They’re overestimating their selling skills.
But very often they’re right.
You see, “selling” is not that far removed from what agents do on a day-to-day basis. It involves talking to clients about their wants and needs, understanding the market, and proposing solutions.
Some agents have big psychological hangs up about selling. It’s beneath them. It doesn’t fit with their self-image. But often, when push comes to shove, they’re not that bad at it.
And if you’ve worked in the industry for any length of time, you’ll inevitably have been involved in a number of client meetings. You’ll have built up experience in it, even if you don’t like it.
Lead generation is a different kettle of fish though.