Lead Generation 36:12:3

Episode Description:
Do you ever find yourself struggling to generate leads for your business? In this episode, Rick breaks down the art of lead generation and why it's the game-changer you've been searching for, whether you run a business or work on commission. You'll learn the secrets of staying accountable, setting meaningful goals, and tracking your progress. Rick's advice isn't just practical; it's life-changing. Tune in to discover how this episode can help you conquer your lead generation challenges and take a step closer to a life worth having!
This is the first episode in a series inspired by "Lead Generation 36:12:3 - The Power of One" by Gary Keller and Jay Papasan. Rick dives deep into the fundamentals of lead generation and why it's the cornerstone of success, whether you're a business owner or on a commission-based career path.

Episode Highlights:
The Significance of Leads:
Leads are the lifeblood of your business. Without them, there's no success. Rick discusses how leads are essential for businesses across various industries, from dentistry to real estate.

Embracing Accountability:
Accountability can be a game-changer. Rick explores how people often shy away from it but thrive when they do their job. He encourages listeners to ask themselves how they feel about being held accountable and how it can drive results.

Setting Goals:
Rick emphasizes the importance of setting clear goals. You must know what you want to achieve before you can work towards it.

Key Activities and Milestones:
Once your goal is set, identify key activities that will help you reach it. These activities serve as milestones, indicating progress towards your goal.

Measuring Results:
Measuring results is crucial for success. Rick introduces the concept of Key Performance Indicators (KPIs) and explains how tracking progress ensures you're on the right path.

Stretching Goals and Accountability Partners:
Goals should be both realistic and challenging. Rick advises seeking accountability partners, whether they're peers, mentors, or coaches, to help you stay on track.

Avoiding the "In the Weeds" Syndrome:
Rick draws a parallel between the real estate productivity rollercoaster and getting "in the weeds" in the restaurant industry. He stresses the importance of maintaining lead generation discipline even when you're busy with current clients.

Forming Habits:
Rick presents a goal of 36 closed transactions in 12 months, achievable by dedicating three hours a day to lead generation, prospecting, and marketing. Forming habits is key to reaching your potential.

Living Your Goals:
Ultimately, the goal is to live a fulfilling life. Rick shares the Keller Williams mission of having a career worth having, a business worth owning, and a life worth living. It's about leaving a legacy you're proud of.

Conclusion:
From setting goals and forming powerful habits to being accountable and living your goals, this episode highlights the path to success in lead generation. It's a journey that may have its challenges, but as Rick emphasizes, it's far from impossible—it's simple, and it's a journey worth taking.

Rick Bosley, Team Leader and Owner of The Bosley Team and 3L Coaching, turns the art of real estate into an easy to learn and enjoyable experience in this series. Real Estate Made Simple. 

If you want to know the ins and outs of real estate, Rick Bosley’s got you covered. Bringing with him years of experience leading successful teams at Keller Williams, one of the world’s leading and largest real estate firms, and running his own business, Rick shares some of the most valuable lessons he’s learned to help you succeed—whether you’re a buyer, seller, REALTOR®, or Entrepreneur.[RC3] 

Rick Bosley

The Bosley Team at

Transcript

Rick Bosley: Real Estate Made Simple

FIND YOUR GOAL

[Based on Lead Generation 36:12:3, The Power of One from Gary Keller and Jay Papasan’s The ONE Thing.]

For anybody who runs a business—whether you're a dentist, a loan officer, a title company, a mechanic, or a realtor—at the end of the day, without leads and customers, you won’t have closings, income or revenue, and ultimately, you won’t have a business.

Breaking through that first barrier of getting leads can be hard. But it isn’t impossible.

Accountability

When you start with a goal, you have to think about accountability. Accountability can sometimes be seen as a four-letter word. People avoid it, they don't love it. They think they want it but then when they actually get it, it doesn't feel great. And here's the rub—in my experience, people love accountability when they do the job. When they do their job, they're going, “Oh, I hope they check my homework”. Or when you know you've been working out and eating well, you can't wait to jump on that scale and see the results. 

You don't like accountability when you know you have not been doing your job. 

So here's the first question for you: If you were held accountable right now, how would you feel about it? And if you don’t feel great about it, it's kind of a litmus test. Ask yourself, “How can I do activities and get results that make me more accountable?” 

You Set The Goal

Finding an accountability method that works for you is crucial. With an accountability method, you can use it for everything you do—whether it's customers or revenue or weight loss or a certain goal in a relationship or travelling. In all this, YOU SET THE GOAL.

First, ask yourself what you want to achieve. What is your goal? It’s important to know what your target is. 

After you set your goal, think of key activities that will help you reach your goal. These key activities are your milestones that let you know you’re closer to your goal, that there’s movement, there’s progress.

Measure Results

After we do those activities, let's measure results. In our coaching program, we call them the KPIs or the key performance indicators. We track things from the very beginning of conversations to nurtures to appointments, down to client contracts and closings. We have to measure our results and make sure that what we thought we were supposed to do is actually happening and coming to fruition. When we measure the results, we're going to like what we see. And if we don’t like what we see, we have to evaluate those results. We might have to make some minor tweaks and some adjustments, which might also mean changing our goals. 

Goals need to be realistic. But they also need to be able to stretch you out of your comfort zone a little bit so there's some accountability. When you have this in place, you will go further with many and faster with few. Get some accountability partners in place—whether it's a peer partner, a mentor, a coach, your broker, or your boss or your manager or coaching program—get some accountability in place. Ultimately, as a coach, I can't hold you accountable but I can have the conversations to make sure you're holding yourself accountable. 

“In the Weeds”

Now let’s talk about the real estate productivity rollercoaster. You might call it “in the weeds” if you’ve worked in the restaurant industry and you’ve been there before and said, “Hey, I'm in the weeds!” That means you’ve got so many things happening at once and you’re falling short on the core fundamental aspects of what you should be doing. I served at a restaurant in my 20s it was greet a table within 30 seconds, put the drinks on the table within two minutes—there were certain metrics we had to hit. And if I was “in the weeds”, that means I was too busy taking care of all my other customers over here and I wasn’t able to handle my initial lead response. Now that's going to ultimately lower my tip and lower my income. We've got to change that, we've got to fix that. You can get “in the weeds” in real estate as well—the real estate productivity roller coaster. 

When we think about this, let's just hypothetically think we're going in and have zero closings, zero customer, nothing going on—all the time in the world. We're going to spend all of our time hunting and searching for clients and holding open houses and knocking on doors and cruising on social media and making content to attract more customers, right? And we do this week after week after week. Phone starts ringing, email starts coming in, appointments are set, and we get busy or we get “in the weeds”. Now it's easy to lose track if we don't have the core discipline of the lead generation intact; that we ignore tomorrow's customers because we're handling today's customers. It just makes sense. Why would you put in all that work and all that effort to then ignore them? It just makes sense. Yet, we need to avoid that. And we need to implement some people, some systems, some tools, some sort of leverage in your life so you avoid that. You have to maintain that lead generation focus—the lead follow up focus every day—so you don't end up on this roller coaster. And so the challenge I have for you is to ask yourself, WHAT IS YOUR GOAL?

Forming Habits

For a start, we're going to use the number 36 for closed transactions. If you're in real estate, 36 is a nice number for a single agent. If you have an assistant, maybe your number’s 48 or 60. If there's three of you on the team, maybe you’re shooting for 60 or 80. You decide what it is for you. Ultimately, as a solo agent or someone who's working independently, we’re going to start with 36 transactions in 12 months working three hours a day in terms of lead generation, prospecting, and marketing. 

Start by focusing on that one goal of creating lead generation and lead follow up habits every day. If you're not reaching your full potential, you know you're just not creating those powerful habits.

Live Your Goals

At the end of the day, you have to live your goals. The mission at Keller Williams is to have a career worth having, a business worth owning, and a life worth living. If you're not living your best life, what are we doing this for? Your “The Top Five Regrets of the Dying” never said “I wish I would have done a more listing appointments”. It's about living your fullest and your best life, leaving a legacy you're proud of.