Working on leads takes time, effort, money and resources. If you’re looking for business right now, how can you make sure you’re focusing on the right kinds of leads? Why do you have to be careful with online leads? What is the mindset we should have when it comes to looking for solutions? On this episode, we discuss our upcoming course and answer questions on lead generation.

A lot of people put so much of their time and money unknowingly into very low percentage options for getting business. -Matt Johnson

Takeaways + Tactics

A lead is a respondent to some form of advertising put out.

Just because it’s an online lead, doesn’t mean it’s piping hot.

If you’re going to pay for online leads you have to be willing to respond quickly.


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What Are You Selling?

At the start of the show, we answered how to handle the “I want to sell by myself” objection and why Facebook advertising is good for generating leads. We also defined a lead, and explained why we should see a lead as a respondent. We also talked about the huge mistake people make with online leads and why you should avoid open listings. Towards the end of the show, we discussed lessons learned from the book Psycho-Cybernetics.

We also shared insights on;

  • Why you need to categorize your leads
  • How to ask for what you want
  • How to solve the problem of not feeling like you have credibility
  • Why you need to get into action

Business Getting Process

Unless there’s a targeted lead or an existing relationship, you can not do cold outbound prospecting of any kind and expect to get deals now. Remember the process of getting business is lead, suspect, prospect, active client, closed client. Be careful with online leads, unless you are able to respond as soon as possible – you’ll be wasting money. Categorize your leads, and make sure you’re putting the right amount of value to the right kinds of leads. Stop being attracted to outcomes so you can work harder. Remember everything is “figure”-outable!

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.