The #1 Lead Gen Strategy Every Real Estate Agent Needs to Know (Proven NAR Insights!)

Every year, NAR studies home buyers and sellers and compiles the data into a report called the NAR Profile of Home Buyers and Sellers. It examines metrics like how buyers and sellers behave, how they find agents, and what technology they use.

I pulled out some key insights today that are especially relevant to lead generation.

First, let’s talk about how sellers find their real estate agent. Any guesses? Here’s the data: 77% of sellers find their agents through a referral or repeat business. That number is increasing, not decreasing. Last year, it was 69%, and now it’s up to 77%.

Despite predictions that online leads and new technologies would reduce this percentage, that hasn’t been the case. Referrals and repeat business remain the dominant ways sellers find agents.

Now, how many agents do sellers typically interview before hiring? You might think there’s a lot of competition, but the reality is this: 81% of sellers interview only one agent. While we should be prepared for competition in the remaining 19% of cases, most sellers go with the first agent they meet—especially when they come through a referral or repeat business.

Even better, 87% of sellers say they’re likely to refer their agent after the transaction.

But here’s the question: Are 87% of your past clients actively sending you referrals?

If not, is that their fault or ours? It’s probably on us.

Let’s shift to buyers. The numbers are slightly lower but still compelling:

• 67% of buyers find their agent through a referral or repeat business.
• 75% of buyers interview only one agent.
• 61% say they’re likely to refer their agent to others.

Again, the majority of clients—both buyers and sellers—find their agents through repeat and referral business. This underscores the importance of focusing on your sphere of influence.

Here’s a simple, yet powerful strategy to help you grow your business:

The 4-1-1-1 Strategy

It hinges on one critical principle—consistency. It’s easy to stay consistent for a day or two, maybe even a week. But can you show up every working day?

If you commit to one hour of uninterrupted lead generation every day, your career will transform.

During this time, aim to:

• Set one appointment daily with a buyer, seller, or sphere member.
• Go on one appointment daily.
• Add one new person daily to your sphere of influence.

On average, people have 27 conversations daily. As salespeople, we often have more. The goal is to convert just one of those conversations into a new contact for your database.

Commit to this strategy, stay consistent, and watch your business grow. Let’s go out there and crush it. Have a great day and happy selling!

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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

These benefits include:

20 Weeks of On-Demand Lead Generation Coaching: Access our extensive coaching program, offering daily guidance for 20 weeks, empowering your agents with proven lead generation strategies.

Extensive Downloads Library: Gain access to a vast collection of resources, including scripts, texts, emails, drip campaigns, checklists, systems, forms, and more, all designed to enhance your agents' productivity and success.

Marketing Assets: Stay at the forefront of real estate marketing with new social media and digital assets delivered to your team on a weekly basis, ensuring you have the latest tools and strategies to effectively reach your target audience.

Live Monday Coaching: Kickstart your week with our live Monday coaching sessions, where we deliver the biggest and brightest ideas in the industry. Gain invaluable insights and stay ahead of the curve.

Live Wednesday Coaching: Join our tech and marketing experts every Wednesday as they dive into the hottest real estate tech and trends. Discover innovative tools and strategies that will give your agents a competitive edge.

Live Friday Coaching: Tap into our live podcast series, where we interview some of the biggest names in the real estate industry. Learn from the best and gain inspiration from their success stories.

At eRealEstateCoach.com, we are committed to helping you and your team thrive. Productive agents become raving fans helping you attract the top talent in the industry.

Visit https://www.erealestatecoach2.com/explorecoaching to learn more.