Creating a Lead Generation Schedule needs to be measurable and specific, here is an example!
The system follows like this…
Lead Generation = Leads = Lead Follow up = Appointments (buyer/seller) = listings taken/Sold homes
Your lead generation is part of the top 20% that gives you 80% of your business (you can see on the formula above).
If I was to see a perfect schedule it should have 3 components
a) Minimum 20 hours a week until you hit momentum then it reduces;
b) 3 sources – primary is Database then 2 secondary;
c) ALL lead generation should have no limit on time but rather a goal of X appointments a week or referrals. Meaning – lead generation should have results not “I did 3 hours so I’m done”. This is because of everyone’s skills being different and conversion.
Monday – Lead Follow UP Day – This should be heavy for booking appointments. Go through all leads and book appointments. Minimum would be 3 appointments booked. If you don’t have enough leads look above – you aren’t doing enough lead generation. So you would replace with something from below days.
Tuesday – If Cold Calling is on your list – then you want to reach minimum 100 people – goal – find 3 HOT leads – Book 1 appt.
Wednesday – Database Day – Reach out to everyone – minimum speak with 50 people (you can do this via Facebook messenger, or text ONLY IF YOU GET RESULTS) = 2 appointments booked – and 3 referrals **If your database is not big enough – then – you need to have a plan to add aggressively your mets database.
Thursday – Door knocking Night 5 P.M. onwards = Goal = speak with 50 people = 1 appointments booked and 10 names added to Database in farm area. Given that door knocking is not 100% something you may want to do – then – you can replace this with calling your farm area and speaking with 50 people – 1 appointments – and 10 names/emails info added to Database.
Friday – Off typically and make this a buffer day
Saturday – This is make up day – meaning – highest ratio of answers and people reaching is today. If you are behind on appointments this is the day to crush them and choose a lead generation method outlined in this and do it.
Sunday – Open House Day – minimum 2 appointments booked from open house and 4 names added to Database. If you don’t have an open house – FIND one. There isn’t any reason to not be doing one. It’s an amazing source of leads.
Please leave your comment below for any feedback or questions!
