Steve: This is Steve Strickholm with KD&A Full Throttle Coaching and I'm here with Frank Obringer. And we are doing five sessions on Coffee with a Coach with Frank on daily lead generating activities and today's session with Frank is why all realtors should do daily lead generating activities. So tell us Frank, why is daily consistency important?
Frank: Well, the big thing Steve is I'm a coach and mentor to to you know hundreds of agents and the the fact is all agents want to you know be top producers, right? So I know in coaching top producers that top producers do lead generating activities every single day.
So all agents if you want to make money you want to be successful you need to be doing those those lead generating accessories. Right, and I know we're going to be talking about like five different types of lead generating activities so it's not just posting on social media or sending somebody an email. There's actually five things that all work together as a basket that really synergize the whole process and we're going to be going through that in our five sessions today.
Steve: So tell us about the you know, where those where that lead generating should happen. Is it sphere of influence? Is it somebody else? Is it door knocking? Is it farming? Is it is there open houses? Tell us about that.
Frank: All of the above Steve.
Now the National Association of Realtors say that you know the majority and I'm seeing anywhere from you know, 60 to 80 percent of a agent's business comes from their sphere of influence and that number fluctuates sometimes because you know the sphere of influence is a very wide net that somebody can cast but that's why we have to have a really good database that we can contact these folks and reach out to them and let them know that we are a resource in the in the business today. So you know the all of the above approach may seem a little silly but it really is. Everybody that knows you, everybody that you're doing business with, all of those should be in that database and then on a daily basis you need to be reaching out to individuals to generate opportunities to list, buy and invest in real estate.
Steve: Yeah, and that's great that you brought up that idea of a lead generating database because I know that we have done a Coffee with a Coach on with you on how to build a lead generating database. So for all of you viewers make sure you stay on the lookout for that Coffee with a Coach also with Frank. I know that one of the things about doing a consistency is that consistently is that if you take a week or two off on lead generating you can take a significant amount of time to build momentum back in your business.
So talk to us for a minute about that.
Frank: Yeah, one of the things Steve and you're going to you know, hear us talk more about it even on these five minute coaches is the idea that we track things, right? So I know by looking at the numbers by watching the productivity of agents when you have these lead generating activities on one side of the spreadsheet, I'll use the KDNA tracker for example, you will then see on the other side the results and it's not a coincidence that when those activities drop on the left side of that spreadsheet, the lead generating component, then the sales on the other side. So if you want to have a consistent payday, you need to be consistent with the activities that you are doing to generate those opportunities.
Steve: It's not rocket science. Right. If you're running out, if you got a farm and you got vegetables and animals, if you don't feed the horse, the horse is weak.
If you don't water the vegetables, you don't have something to eat a week or two or a month later. So great advice on that. The next session that Frank and I are doing is what's the best practice now for doing these lead generating activities and Frank's going to give you some great tips on that.
So we'll see you there Frank. Thanks a lot. Talk to you soon.
Bye.