Do What You Do and They Can Do What They Do! I know this seems very deep and cryptic BUT it is true!
I was with some of my favorite investor realtors today (Fred Collis & Larry Arth) today and we got to talking about what we can do to generate more leads (their idea of a great lead is Bird Dog who can help them get the word out about real estate investment opportunities). Fred was talking about how his coach keeps giving him tasks which he doesn’t always complete. I think the operative part of that is his coach GIVES him tasks.
I have taught a BUNCH of agents lead generating. In each class I ask the agents and small business owners what they are currently doing. They ALWAYS say that doesn’t matter, that they want to know WHAT to do. I ALWAYS say that they will really only do what they do right now, but more!
If they make calls, they will make calls to more or different people, but they will NOT start blogging on a daily basis if they don’t like to write. If they blog every day and send tons of emails but NEVER pick up the phone, they will not suddenly start making 20 phone calls a day! (I KNOW – there are always exceptions to the rule BUT generally people will do what they do!)
What brought this home for me today was the developer we met with! He is a GREAT charismatic speaker who has been able in the past to sell LOTS because he was able to talk with each client personally in either seminars or on the phone. We are working to market these programs to LOTS of Bird Dogs who have LOTS of clients – there is NO WAY he can talk to 50 clients of 50 Bird Dogs (or over 2,500 people!).
We developed a way to get standardized info out and also to allow him to “talk” to people via a webinar on the internet! We will also record him so he can get his message out via MP3s. Even though these are great ideas, we also need to develop marketing materials for Larry and Fred to get out to the Bird Dogs. The developer never had to do this before because he talked to everyone directly and he isn’t very excited about doing it now BUT to grow the number of people they can reach he will have to adapt or go extinct!
The great thing about this situation is that the Developer has hired us to help him market to new people while maintaining the practices that made him successful in the past! If you are NEVER going to do something then hire someone else to do it so you can concentrate on doing the “fun” tasks you like to do!
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Tara – you make me smile with your marketing “truths” – I have found the same to be true for me – things I enjoy and am comfortable with I am willing to do more of – those things I’m not comfortable with I WON’T do! Glad they were smart enough to hire you!! Good luck to all!
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