KGCI: Real Estate on Air - How to Fix a Leaking Sales Funnel and Generate More Leads

Episode Date: March 5, 2026

Summary:This episode provides a tactical breakdown of how real estate agents can identify and fix leaks in their sales funnels to stop losing potential clients. The discussion covers the entire lead-to-client journey, from the initial contact to the closing table. It offers actionable advice on nurturing leads with consistent follow-up, using technology to automate communication, and creating a memorable client experience. The episode empowers listeners to optimize their processes, ensuring no lead falls through the cracks and converting more prospects into paying clients.

So welcome to everybody. It's so great to have you on this particular session today. This is actually the third part of a series that I'm going through. And today I'm going to be talking about something that is almost like a fear when we say this particular phrase to anybody. So whether you're in real estate, whether you're entrepreneur, you get the sense of fear when you hear this phrase. What is that phrase that I'm referring to? Wait for it. It's like drum rolls happening in the background. It is lead generation. This is something that when I speak to anybody that's wanting to grow their business, and I say the first part of your business is lead generation. They almost want to just find that closest cave and go into the darkest, deepest part of that cave and start hiding so that nobody can actually find them. And unfortunately, the reason why so many people fear this phrase lead generation is one, you don't really understand what it is because all you hear is lead generation equals cold calling. Speak to people you don't know. Speak to people that's going to give you some form of negative response.

So you don't actually understand lead generation. But then the big part of it is you don't know how. This is something that is assumed that everybody knows how to lead generate. And that's exactly what I'm going to go through today. So first of all, I actually just want to uncover one of these little kind of like myths. It's like a misunderstanding of what lead generation is and what it's not. Well, what are the key things of lead generation? It's not about speaking to total strangers and convincing them to buy from you or use you as a particular service provider. That's not lead generation.

Lead generation is about generating leads. Just to take the two words around and say, hey, I actually need to generate leads today. When you're just to generate leads today, when you're actually just swap those words around, it actually feels more relaxing because then you start to think outside of the actual box. Now, why? Why do you need to generate leads for your business? Well, leads, as I mentioned, it's the very first part that starts to help you grow your particular business. So it gives you a form of sustained growth in your business. Whenever you're starting to get leads coming in, it means you can actually start to work on those leads. and then you can either sell them with a product or sell them with one of your services.

So it gives you the sustained business growth. The second thing is it actually allows you to target a certain market. You can actually start speaking to a certain target audience. And the reason for that is when you think of, well, I need leads, what type of leads do I need? Well, I need these type of individuals. This is my target audience. You can actually start being more specific. and having any form of communication with a targeted audience actually increases business conversion.

The third part, and this is what I absolutely love about generating leads, is you actually start to build relationships. And this is so crucial for human beings. We need to be creating relationships on an ongoing basis. If you sat in a deep dark cave for 12 months, you will actually start to go mad. You'll actually start to get to a point where your self-confidence is going to start going down. In fact, you're going to start feeling ill and it's really not great for your actual body.

However, when you're in a social environment, and a social environment is an environment where you're building relationships, you're having conversations with people, your energy levels go up. And it just takes someone to say, hey, what a great smile you've got. Hey, you're looking fantastic today. That's what relationships actually do. social environment and that helps to build you up as a person. So it's starting to build relationships. Now what's great about that, it's not only about business. It's about relationships. So just remember that. So when you're actually going out to generate leads, you're actually building relationships which actually can end up in friends and it can start to extend from them. The next part,

and this is the fourth one on it, you know, generating leads is actually extremely cost effective for your business. It's something where, yes, you can do marketing, which is part of generating leads, which can incur a cost. But if you're just having those relationships and conversations, which we put into the category of prospecting, it can actually be very cost effective for your business. You know, just meeting someone and saying, hey, how you're doing? Having a conversation that's relatable, hey, by the way, what do you think of the interest rates that have just gone down? And in that conversation, people suddenly relate to you in that conversation. you can then start to lead and say, hey, fantastic.

Well, do you know anybody because I'm in real estate? Do you know anybody that's looking? And that's how you start to build and grow from there. But ultimately, generating leads is actually going to take that revenue and it's going to start to increase. Your money that comes in is actually going to start to grow. And that's something that you really, really want for your business. So when you start looking at generating leads, I want you to remember.

move the idea that it's only cold calling because that's what most people just assume it's to be. So I want you to lead generate from 9 to 11 every single day and you think, oh, that means I've got a cold call. There's lots of different things. And we're going to jump into that as well a little bit later as well. Now, when we start looking at a high level overview of lead generation, it falls into a couple of categories. And it's these categories that I really want you to start to discover. I want you to start to embrace each one of these categories and actually identify what can I do in this particular category. So there are five categories that I want to share with you. And if you can find an activity to do in each one of these categories, you're actually

going to take generating leads or lead generation. It's actually going to start becoming fun and enjoyable. So the very first one, it's content marketing. All right. So this is where you're creating some form of content and you're actually sending it out to people. This could be something where I'm sure you've heard of blogs, a certain website. We can actually write an article about your experience as, hey, interest rates gone down, creates almost some form of information about that. How can that affect your particular business? You could even put together something like a small little e-book, which is, hey, by the way,

if you are a first-time home buyer and you want to understand the processes of what to do, you, well, you could create a little ebook that actually will then assist you, and you can then hand those out as you're going through. You can offer reports on stats in the area. You can even host workshops. Hey, by the way, this is what's happening, and you're bringing guest speakers, and you actually have a conversation. You can do webinars. You see, it's all about giving information. You originate with the contents, you develop it, you investigate it, and then you present it in many methods.

and that's lead generation, by the way. It gets more people to be aware of what you do and how you do it, and you become almost that area experts. So first category that I want you to start looking at, something that you can do is content markets. Create the content, share it with an audience. The second, and this is one that I think is going to be so much fun for you, it's basically social media marketing.

Now, social media marketing is something that you're probably going to do every single day. because you want to create this high level of engagement. You want people to see you as a relevant individual in a certain area. Now, you don't need to have a business page in order to do this. You can actually do this on your personal, for instance, on a Facebook, Instagram or anything like that. However, it's social. I never said professional. So when we talk about social, it's something that you actually do.

And it could be something as simple as this. You could be going through to a particular property and you might have an absolute passion for roses like myself. And when you actually go through to a property and you suddenly see this rose bush with this absolutely magnificence rose head on there. You go through and you take a picture of it and you share in social media and ultimately you can actually share and say, hey, by the way, I was at this viewing today. I saw this amazing rose. It is absolutely beautiful. And the scent was amazing. wish all of you could actually be here.

Now, this is something where a lot of people go, well, oh, you don't mean take my listing and share my listings. No, I'm talking about being social. It's about talking about your experiences related in your particular field. So using that as an example is great. I remember coaching an agent, and they had almost a passion about front doors, of all the things in the world, front doors. And ultimately what they did is every single property that they used to go to, they used to take a picture of the front door of the property.

And they used to post it on social media and say, this is an amazing door or this is a simple door. It's fantastic. I wonder what's behind. And they went through to every single property and they started taking pictures of front doors. For me, I thought that was absolutely madness. But then I started to understand what was going beneath it. And ultimately, there's certain countries where when you've. paid up your house, you paint the door a certain color so that you can actually say,

hey, by the way, I'm bond free. I've actually got to that level of freedom where I'm not actually tied to any financial institution. And that's where it originated from. And that was just digging deeper because I asked her the question straight. I said, well, half-front doors of all things. And that's what she actually told me. So there's so many things that you can actually do on social media. One of the ones that I used to do when I used to go through to particular properties, I used to stand outside, especially when I was doing show days. I used to go live and I used to say, hey, by the way, I'm at this particular property. I'm so excited to see all of you coming through this property.

Just come out, reach to me. We're going to have a look at this property, three bedroom, two's bathrooms. And I used to give a quick little overview of that property. And that used to bring in leads. Hey, wait a minute, that brought in leads. And you see where this all comes to. So social media, it's about being social about what you're doing. And you can even take it to something that's more professional of, hey, I'm.

I've sold X amount of properties with a very simple report. Or maybe you could even take it to that level where you're actually giving testimonials from your clients and something that's great on the testimonials. Once you do a handover, go live. If you're clients are happy with it. Just say, hey, I just want to see. I'm standing with this particular client. We've just done a key handover.

How excited of you. Get that true authentic response from them straight onto your social media platform. Watch the results grow from there. So there's the two. The first one is content marketing. The second one is social media marketing. So remember, those are two categories. You need to find out which one of those that you can do in each one of those categories.

The third one is email marketing. Now, email marketing has always been put into this category of spam. And you want to remove yourself from actual spam. Ultimately, I like to look at email marketing as actually sharing valid. information. Now, if I've got a very specific target audience, so for instance, I'll use people that like to go running. And I suddenly find out that there's a couple of events happening in a particular month. I would create a newsletter and I would email it to that database of runners and say, hey, by the way, just wanted to let you know. At this particular school,

they've got a fun run in this particular area. They've got a 21 kilometer. And in this area, they've actually got a half marathon and really start to share this information with them on an ongoing basis. Now, you might be saying, but Stuart, there's nothing real estate. You see, the whole thing is to become relevant. And ultimately, what emails end up doing is it becomes a newsletter that you want people to receive every month. It could even be something where you actually have a selected audience and you send them quarterly reports on what's happening as far as the property sales. And if you're finding clients, you're creating these very niche groups and you start sending those newsletters and those emails through.

So you're being very purposeful and not just sending a blanket email to someone to say, hey, and giving this three or four paragraphs which highlights how amazing you are and that you want to sell their house. That becomes something which has very almost like. a diluted form of response and ultimately they unsubscribe or they block your email. So make sure that you're sharing something of relevance and that's something that's great. So you start looking at your target audience that you've actually got and you can start emailing those through. And a great way of doing it is if, for instance, on a running club and you happen

to find that somebody is on the committee for a certain club, you can actually make contact with them and say, hey, by the way, I'll send you this particular newsletter. You can forward it out to your particular group of information that's happening in the area, and they love that. They may already know about these particular events, but they love that. Something else that you can also do as a newsletter is fantastic places to go and actually have fun. Whether it's entertainment, restaurants, or anything of that basis, you can actually give, hey, what's happening in the area, and you can actually send that out. Something that's extremely simple.

It takes a little bit of time to do a bit of research, compile it together and then you can send that out. So the third one is email marketing. Remember, be a little bit creative. You want to be on the social side. The fourth one is one that does take a little bit out of your pocket. And it's paid advertising. And paid advertising is something where you are the brand. You are the individual that you want to make the greatest awareness to. So what do you need to do? Well, you want to make sure that everybody, in your particular area can actually almost identify you. And how do you do that? It's through paid advertising. Many years ago, you would see people that would put poachers onto bus stations,

billboards, etc. That's all part of paid advertising. Fortunately, in these days, we can actually go down to a much more cost effect through Google, through Facebook, Instagram, all of these platforms have an option where you can actually promote yourself. And ultimately, it's these paid advertising's that go through to a target audience. Now, this is an extremely wide spread, but it creates that awareness. Now, one thing with paid advertising, paid advertising is not something that you do for four days and think, great, I'm going to get amazing results. It is a minimum of 90 days. So you need to make sure that you've done a budget so that you can actually run through that for 90 days. The reason for that, it typically takes 90 days for somebody to go,

I recognize you. So you do that on an ongoing basis. So paid advertising, as I said, it does take a little bit out of your pocket, but it's really just now pushing yourself out to get an audience that you couldn't get through to in the past. So it's very wide, but it really works extremely well. And then the last one, which is one of the ones that I actually totally enjoy. I love this one. And the fifth category is networking as well as referrals. So networking is all of about networking with people. And this could be something where you find social events that you actually go out to. And you're just networking and socializing with people and talking on a regular basis. So whatever social groups, this is all about networking. Now, a big thing in networking is you're wanting to slowly start building that sphere of influence. Those relationships with people that know you trust you and they want to do business with you. or they want to send referrals to you.

So that's why networking and referrals go together. When you're networking with people on an ongoing basis, you're talking, you're feeling great about it. This is human to human. We call it belly to belly conversations. You're actually able to start taking conversations to a deeper level. And this is when you start picking up those referrals. And the reason why this particular category was my favorite is because this, is where I got all my business from. Networking and referrals. I make sure that I was networking

with people in the particular suburb, whether it was at a school fate or fun day, whether there was some activity in a certain area. I would make sure that I was in attendance. I would network with as many people as possible. A part of the networking. I would take 100 business cards and I'd make sure at the end of it, I did not have a single business card left in my pocket. That just gave me an excuse to go up to someone and say, hey, I'd love to give you my business card. And I do find that a lot of people may throw it away, but it's the excuse to then start having that conversation. And from that, people got to know who I was because, guess what, they saw the paid advertising

and said, wait a minute, I recognize you from then. Oh, yes, and I got your email that actually came from there. And I'll remember that little social media post that you gave. That was absolutely fantastic when you gave that introduction. And, you know, that little ebook that you gave us, which is, you know, how your property can be improved? That was absolutely fantastic. And you see how all of these categories start working together. And that's ultimately what you want.

So a quick recap on those five categories. First one, content marketing, something you create and you share. Second one, social media marketing, something to make sure that it's social and people get to know your authentic self. Third one, email marketing, be relevant with the content to that particular audience. Fourth one is paid advertising. So this is basically getting your face in front of people that you're not familiar or you don't know yet. Just remember not yet. They will be coming to know who you are soon.

So paid advertising. And the fifth one, it's networking and referrals. So this is really something that's going to help you. So take those five categories. identify an activity in each one and make sure that you're doing that on an ongoing basis. You'll find that this is going to help you to actually grow your particular business. So I've actually, and I'm sure by now you've got an idea of lead generation, what it's all about. So it is about making sure that you actually start to almost identify people that want to use your product.

or service. This is something that is so, so crucial. So you're doing all of this outreach to get people to come through to yourself. And that's really, that's why each of those categories, it must be relevant to the industry you're working. So real estate must be relevant to all of that. Now, we do take lead generation. We've got, and I've shared there, we've got inbound and we've got outbound. Inbound is basically like social medias, where you basically, you basically, just sending out something and you're waiting for somebody to come back to you. And your outbound is being more on a prospecting basis where you actually will make contact with those clients.

But one thing that's absolutely key when you start getting leads, I'm working with the clients in North America, North America, in Europe. And they actually get in probably every single month, anything from 80 to 90 leads that come in. However, when these leads come in, they thought that's 80 to 90 prospective business deals. And what they actually slowly realized over time is a lot of leads that come in, they need to be qualified. This is something that is so, so important. They need to be qualified to make sure that you're not spending time with a particular lead that ultimately is not. is not going to give you any business.

And I know that sounds harsh, but you are running a business. So when a lead comes in, you want to make sure that you've got a process that you can actually qualify that lead to make sure that they are actually going to buy something from you. So I actually broke this down into a couple of steps for me. First step is qualifying a lead.

I always ask them a question because, remember, I'm doing things in five different categories. agrees, always asked them the question, hey, where did my details come from? I want to know where that lead came from. And I'm going to share why that is so, so important just now. So you're going to ask them the question, well, how did you get my details? And I say, hey, we actually saw your social media post and we're looking, all right, perfect. So now I know the type of contents that they were looking at. It's relevant to social media, roses and all. all of that, just knows where those leads actually come from. And I do make a note of those.

I have one of those little checkerboards, and I make a note of all of those. The second is I need to identify their clear intent to do business with me. All right. And this takes down to a little bit of a deeper level. Now, there's a framework that I've used. And this particular framework is something that each and of you one of you can actually use to qualify a particular lead. I want to share this framework with you. The framework is called the Bent Framework, all right, B-A-N-T.

Okay, so write that down on a piece of paper, B-A-N-T. It's a framework that's used in generating leads and lead generation. So one, you've identified where they're coming from so that you know the source. Two, we need to find out. Do they have the intent to actually use you as a service provider? So let's go through this Bant. The Bant basically is just a series of questions,

and you can put this into a level of conversation. So B, the B is budget. It's so important. So many times that we get a client coming in, hey, I want to buy something, and what do we do? We take them to the most expensive property, or we take them to an investment's type of property. We don't actually ask them,

do you have the financial resources to buy a property and what is that affordability? So the B is about budget. Someone's coming in, hey, I'm very excited. And you typically say to them, well, that's fantastic. So tell me, what is your budget? Ask them straight out.

What is their budget? And if they say, well, my budget is between this and this, oh, that's fantastic. Have you gone through any form of pre-qualification so that we can confirm affordability because maybe you've got some hidden expenses that you've actually forgotten about? Or maybe you actually thought that you could only buy, but with your affordability, you could actually afford a lot more. A lot of people aren't aware of that.

So first one, it's budget, making sure that you know the actual amount. The second, and this one here is one that I've done so many times, it's called authority. And the authority is if you're dealing with one individual, that's typically fine because they're the individual that's going to make the decisions. But if there is literally a husband and wife, I always do it in a very low, in a very calm, in a very relaxing, in a humorous way, I ask, who wears the pants? Who makes the decisions? And this becomes so, so important. Now, you might be sitting there and actually laughing about that and thinking, really? Are you going to ask them who's making the decision? Well, the reason

why it's so important to understand who is the decision maker is if you're dealing with two individuals or even if you're dealing with a company, ultimately what can happen is you could spend all your time and energy with the wrong person, only to realize that they don't have the authority to make the decision. And that is wasting your time. To put it bluntly, it's wasting in your time. So I typically, I always ask it and say, hey, fantastic, how long have you been married if it's a married couple? They tell me this. And I say, oh, so I can see. And I always point to the wife. And I say, so if we found the property, you're the one that's going to say yes or no, am I right? And then I look at the husband and I say, and you're the one that's going to pay for it.

And this is just done in a humorous way. But ultimately what it does is it allows me to identify who is the one. Now, I've had it where I've met with a couple and they actually, their response to me, was, well, actually, no, our parents are buying the property for us. And now I'm looking and I'm going, okay, so you could be looking at anything and the parents could actually be saying, well, that's not our affordability. That's not our price range. So it's so important to actually identify who's the one that's going to be making their decision, signing that final paper and moving forward with that. So make sure that you qualify it right up front. So that's the A, which is the authority. The N is a.

a need. And the need is all about they have a problem, they're looking for something, and you have a product or a service that can solve that problem. Now, for many times, we don't know if the problem that they need to find a property, because when they go into the real estate markets and they start looking for properties, well, they can go into any portal, they can find properties, they like it from the pictures, and they'll make contact with. But they may have a problem in the sense of maybe they don't have such great credits. And you'll need to work with them to solve that problem, not to go and give them the money, but now work with a financial advisor or maybe work with a loan officer, bond originator,

to try and see how you can pull this information together to assist them. Maybe there's a product or a different service that you can actually go through. So understanding their need is really digging down to the problem. And in these particular cases, when I meet with the clients, I always look at them and I say, look, I'm your problem solver. Tell me what is the greatest challenge that you're facing in order to move forward with this particular purchase? And they will actually tell me there's too many properties to look at. There's properties that we can't actually find because you've got a very specific need that we're actually looking for. And once I can understand that information, I can then start to connect.

So I remember a client of mine that came through. They were looking for a specific property. They wanted walking distance to a school. Why? Because they were working. They would leave at home at 7 o'clock. They'd only get home at 6 o'clock. And ultimately, they actually had a helper at home and an orpair.

And they wanted something that was close that the actual helper and or pair could pick the kid, the child up in the afternoons. and that just made it so much easier for them because the cost for the aftercare was way too expensive. So that's what they ultimately wanted. And that was something that every other real estate agent did not take into consideration. The quality of the property, actually, they were not interested. They wanted something within walking distance. I found something that was less than 150 meters from a school and they just said, we'll take it.

and that was because I understood the need that they actually wanted in that particular or close to that school. So the N is need. And then the final one is the T, which is time bound. And timebound is really getting an understanding of their time frame. And so important on this particular time frame is when you're getting a lead that's coming into yourself and they're going, hey, yo, we're actually interested in selling our property. But we've got a little bit of renovations to be done.

and we're probably looking at selling probably the next maybe 12 to 18 months. And you do get that. Now, for many, they'll look at them and go 12 to 18 months. It's no business now. Close and away they go. No, you'd actually put that into your database. You would then work that database. They'd go into an email list.

You'd go into a contact list. You'd make sure that you're keeping contact with them because 12 to 18 months in my head means the next three to six months. If someone wants to sell in the next three to six months, It means within the next month they're going to put their property on the markets. They always will give you a longer time frame, which means that I need to be almost communicating with them on a regular basis. But having this time frame is so, so important because again, I had a client that I worked with for nearly two years. The first question I asked, so when are you wanting to move in?

We're in no rush. it's probably the worst words that you could ever hear. We're in no rush. We're just looking. I worked with that client, sending them emails, sending them messages, just contact him on a regular basis. Two years later, bang, suddenly it was urgent and we actually got to close a property. So understanding timeframes will actually give you how much energy that you need to put

into this particular relationship and how often you actually become more in communication with them. So using this banned framework to qualify your particular leads that comes in is such a powerful. So B, it's for budget. Can they afford it? A, the authority, who's the decision maker to actually write and sign off the check? In, the need, what problem do they have that you can solve? And T is the time frame of when they're wanting to complete this particular purchase. So use this. And as I said, You can use this in a very social conversational way, but it's really going to help you as you start to grow in your particular business. Now, I mentioned to you that the number one was identifying the source, identifying where it came from. So I want to jump into this for a quick second here.

And there's a big, big reason behind it. It's been proven that you need to have a minimum of five different leaders. regenerating activities to actually start running a successful business. And the reason for it is if you only have one and something changes in the economy, that one method that you're using may not work anymore. So you need to have five. And the reason for five is you'll find that two of them will be successful. One of them will be an absolute failure.

And the other two are kind of on the fence. And this is just from my personal experience. But the big question is, how do I get to five? Well, this is where I always say, take each of those categories, those five categories that I shared with you, find two activities in each of those categories. So now you've got 10 activities in your lead generation. You put those 10 into an Excel spreadsheet or maybe you printed out on a piece of paper. And when you're asking a person, hey, where did you get my details from so that you can identify the source? and they tell you one, you go to that particular sheet or board and you mark it off.

Now, you run that for me. I ran it for 90 days, because we run in a 90 day cycle in real estate. I ran for 90 days. At the end of 90 days, I took the top five sources, the top five activities that gave me leads, I then focused on those. And the bottom five, I stopped doing them all together. I reduced it down to that five because I'm focusing on activities that. that gives me results.

And ultimately, I actually want to make sure that I'm only focusing on those particular activities. So, once I identified, I ran those for another 90 days and I started to monitor it. Are they actually working for me? And the one that was the one that gave me the least amount, I would, if it gave me zero leads in a 90 day period, I would then go back into my bottom five and I would then replace it with one of those that gave me the highest. And just working at an ongoing basis. And the reason we do it over 90 days is because the market can change the economics, the government, anything. There's so many factors.

So what you're doing today may not work in three, four, five months time. So please don't fall into that little hole. I've only got one and that's all I'm going to do. It's been working well for me for the last 20 years. And if I look at your business, it's probably been flatline for the last 20 years. So make sure that you've got five different activities that you can actually go out and actually work. It just fine two in each one of those actual categories. And you can expand from that.

It can go more if you want. There's no problem with it at all. Now, when we start looking at these particular strategies just coming up together, there were three of my top. that I wanted to share with you. So when I went through my list, I actually started with 12 different activities. I then started to break them down, break them down. And I actually for me personally, there were three that really stood out for me. And I wanted to share those with you because, well, it worked for me. It may not work for you because it's going to be depending on how you do it, but I thought it's a great way for include these three because everyone that I've spoken to and I've

coached when they use these, they do get the highest amount of leads. So the very first one, and I've shared it, it's the networking and the referrals, going through to those social events, networking with individuals on an ongoing basis. I mentioned to you, I used to take 100 business cards, and I would make sure that I'm handing out those business cards because it gave me an excuse to just go up to someone and say, hey, it's Stuart. How are you doing? I just want to give you a business card. And my business cards always had something quirky on them, something that people go, It could be a quote. It could be a joke. It could be something of relevance. And that's important. So networking, getting more people and just asking once I've got that sphere of influence building,

hey, do you know anybody's looking to buy a cell, etc? Very low key. And I would start getting those referrals. So that was the first one, the network and the referrals. The second one for me, oh, excuse me, was the online marketing and the social media. That social media for me, as I said to you, I understand. outside of a property and say, hey, it's Georgia. I'm outside this particular property. It's a three bedroom, two bathroom. I'm going to be here from this time to this time, and I cannot wait to see you at this particular property. Come and see the pool area it is to die for. I'm going to be sitting out there. I can't wait to see. Something of that, which was catchy, something that got it out there. And that started to bring in lead, something where I was actually

engaging and I would get a lot more engagement back. So social media for me worked quite well. and quite a funny story. It did so much social media when I used to walk through a shopping center. I used to have random people go, hey, Stuart, how are you doing? And my wife walking with me would look at me with a very, very strange face to go,

who is that person and how do you know them? And my response was, well, if I don't know them, it's social media. That was simple. And then it got to a point where when someone said, hey, how, Stuart, how are you doing? My wife would go, social media. And I'd say, yes, it is.

I didn't know, but it created that awareness out there. It's also important. And then the final one, which is one that I've seen so many people, have so much resistance about, and the only reason why we've had resistance about is because they're doing it incorrectly. So it's basically doing open houses and show days. Most people go, I'm only having one person or two people through. And if you're only having those type of numbers come through the property, it means you're doing it incorrectly. What I did with my open houses or my show days, I made it into a networking.

events and I had a free venue to host it at, which was that particular property. Now, I'm not talking about hosting a party or anything of that basis, but what I would do is if I was doing a form of open house or a show day at a particular property, I'd make sure that I'm inviting the neighbors and I'd actually invite them with some form of catch. Hey, come through. I've actually got a report that I'd love to give to you. So you can just come through and pick it up. In doing that with the actual neighbors, I actually found so many of them.

would actually bring friends and family. And the reason why we do it on a Sunday afternoon is because that's when they've got friends and family having a barbkew outside. And they're going, hey, we're going to go to this property. Do you want to just come have a quick look at it? And then we go out. And then suddenly it's the friends and family of the people that stay in the area became my buyers. As well as I would pick up more listings.

So I would make these into an event. And when I actually did this, I used to pick up at least one. one to two new properties coming in. I would pick up anything from four to six buyers coming through. And it was a great way to actually start generating leads. So remember, if you're going to be doing these open show houses, it's not,

hey, by the way, on a portal dated this time to this time and sit back and wait. No, you actually start to invite. And that's why I always did that social media post. And I would actually stand outside and say, hey, I've got this.

And even leading up to it, by the way, when I would actually put the pointerboards. I'll say, I'm actually in this particular street. I'm so excited in two days' time. I'm going to be at this particular property. While I'm walking down the street and cars hooting, driving past me, I'm actually doing a live video.

Doing all of that creates that awareness. And this was fun. That was the most important part about it. It was fun. So those were my top three. And you can see that I did them in a very different, unique. That's a way that you can actually do it. So networking and referrals, doing that social media,

as well as doing those events as an open house is so, so important. So I want to give you an action plan going forward. I want to make sure that you can understand what to do over the next week so that you can prep into your business. The very first one is to create yourself, this list of all the activities. It's so important. Start identifying. You'll see those five categories.

Identify what activities you want to do in each. and then put it into a calendar so that you can time block that area and you can actually say, right, on a Monday, this is what I'm going to do. On a Tuesday, this is what I'm going to actually break it down and put that into your actual calendar. So start creating this schedule. Do not have that little, let me wake up in the morning, let me throw a dot on the board and find out what I'm going to do today. It doesn't work. Plan it.

Know what you're going to do. Be purposeful around it. and you'll actually find it starts to work. The second one is starting to identify any form of tools that can actually help you in this process. So tools, for instance, having a CRM that's on your phone, it's not called a contact list, that's your contact list, but having something that can actually work on your phone that gives you some form of reminders. So you can actually put a name that's linked from your contacts on your phone. It gives your reminder, hey, you need to call this person at this particular time.

Another tool which is great is your Google Calendar, which is obviously giving your schedule so that you're booking time with yourself and appointments with yourself to actually do these activities. It's so, so important. It's probably the key for the growth of your particular business. And there are so many tools out there that you can actually use. And they change on almost like a daily basis. Find something that's going to help you. If it's something that's from an email marketing point of view, you can actually go around and just go through and how can I send out email campaigns, whether it's on a drip campaign, maybe it's something how to create content marketing, maybe it's something where like Canva, you're going to start creating social media posts, anything like that.

You start using these tools to help you through the process. And the very last one, and I've actually shared this with you, create a form of a tracker. So either it's an Excel spreadsheet or it's a poster that you put up there, track where your leads are coming from. It is so important for your business. It's something where you can actually identify what works, what doesn't work. And what's also great about it is it does become seasonal. So you'll find throughout the year, there are certain techniques that work in the beginning of the year during holidays, winter, summer, all of that. what you need to do is you track those results.

So when you come into the next year, you've actually got results knowing, hey, by the way, this particular activity does not work when we're coming close to December. But this one really works. I've got a huge amount of results. Make sure that you're including that into your actual program. That's why you run this for 90 days

and you actually monitor those results, 90 days, making amendments or monitoring those results on an ongoing base. It's the agents that are extremely successful that have these trackers. And when I asked them as a coach, if I asked you, where are your leads coming from? They can just look at me and they go from here, from here, from here. Just like I shared with you, networking, social media, and those opening show days, that's where my leads came from. And by the way, I didn't say cold calling.

I did not say cold calling. So make sure that you're actually now generating leads in a fun way, in a structured way, in a way that you can actually monitor your results and you can actually start to move forward. Because without that, you're dead in the water. You're going to be sitting there and I have these conversations with agents. I am not getting leads. My first response and my first question to you would be, please explain what do you do on Monday? What do you do on Tuesday?

What do you do on Wednesday? I want to understand your schedule. And I can tell you now, the agents that get zero leads have zero schedule. They have zero activities. Make sure you put that into place and you will start seeing your business grow. So make sure that you get that all done. And I really look forward to seeing what actually comes out of this. It's absolutely amazing as we're going through.

So don't forget, next week or the next session that I'm going to be going into, it's all about marketing your brand. We want to make sure that we can take your brand, where it is and we can push it out there so more and more people can actually know about you. And you'll see how that works in conjunction with actually generating leads. So I want to thank all of you for coming on this particular session.