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Are you tired of pouring your heart and soul into lead generation, only to see lackluster results? You’re not alone.

According to the National Association of REALTORS®, a whopping 68% of real estate agents consider finding high-quality leads to be their top challenge. But, the average real estate agent spends $1,000 per month on lead generation, yet only converts 0.4% to 1.2% of those leads into actual transactions.

Shocking, right? Well, buckle up, because today we’re going to dive deep into why your lead generation tactics might be falling flat.

As a real estate coach, I’ve seen agents struggle with this time and time again. But I’ve also seen the ones who break through and achieve remarkable success.

So, what’s the secret? It’s not about working harder or spending more money. In fact, a study by Inman found that top-performing agents actually spend 30% less on lead generation than their peers. The difference? They understand three critical principles that we’re about to unpack.

Are you ready to transform your lead generation strategy and join the ranks of top performers? Let’s dive in.

1. You Keep Changing the Playbook

Listen up, because this is important: consistency is the key to breakthrough. Think about sports teams – they have a playbook, and they stick to it. They don’t switch it up every game. The same should apply to your lead generation strategy.

If you decide on a tactic, like cold calling, you need to commit to it for at least 90 days to a year. No stopping, no switching. Every time you change your strategy, you lose momentum. You never give yourself the chance to build up that momentum and reach the point where things just work.

Let me give you an analogy. If you take a cutting from a plant and put it in water, you can move that glass anywhere you want. The plant won’t die, but guess what? It won’t grow either. Why? Because it needs roots. Your lead generation strategy needs roots too. Give it time to get established and grow.

2. You Don’t Understand the Power of Mastery

People don’t pay you to be average. They pay you for mastery. I’ve been in this game for eight years, and I’m just beginning to reach mastery. Every time I master one level, I move up to the next and have to work to master that level as well.

The key to mastery? Not changing the playbook. I’ve been in the real estate game for eight years. Of course, I’m good at it – I haven’t changed the play. I’ve been running that ball over and over again and just getting better with time.

Remember, according to the Small Business Administration, it takes about five years to get a business off the ground. So why do you think your lead generation strategy is going to pop off in six months? Even if it goes well initially, you’re still in the assessment stage. Give yourself time to figure out how to make it better.

3. You Don’t Understand Seed, Time, and Harvest

This is the big one, folks. The first business system I used was the biblical principle of seed, time, and harvest. It’s simple: you sow a seed, you wait, and then you harvest. This applies to your business too.

When you start a lead generation strategy, that’s your seed. You’re putting it out there. But you have to give it time. You can’t rush the harvest.

Here’s a biblical nugget for you: Ecclesiastes 11:3 says, “If you observe the wind, you will not sow.” In other words, don’t worry about what’s going on around you. Focus on your seed – your time, your effort, your energy.

In my business, I experience seed, time, and harvest over and over again. Why? Because I’m consistently creating the plays and running them. I’m not just running them on average – I’m trying to master them every single time. And then I wait for my harvest.

The Bottom Line

Look, real estate is hard. Anyone who tells you it’s easy is lying. The hardest part is often the mental game – overcoming limiting beliefs or reframing good beliefs that were presented to you the wrong way.

Sometimes, leveling up your lead generation isn’t about doing something different. It’s about taking what you’re already doing and tweaking your approach.

If I got pregnant today, it would take 40 weeks to deliver a baby. That’s nature’s way of showing you that good things take time to grow. The same applies to your business.

So, I challenge you to be encouraged by the principle of seed, time, and harvest. Instead of worrying about the time, focus on how good you can make the seed. Focus on mastery. When you do that, you’ll have something else to focus on besides the waiting.

Keep at it, stay consistent, and watch your business grow. You’ve got this!