From the category archives:

Lead Generation

For Sale By Owner

f.s.b.o.
Popular definitions. Doesn’t want to pay a commission, or work with an agent.
My definition
Someone that wants to sell their home so bad, that they are willing to spend money advertising to inform you.
For Sale By Owners can be a lucrative source of income. It is a highly skilled, highly disciplined and requires a healthy self [...]

What is a lead?

This is a fair question and there are many definitions of a lead. I prefer to break them down to types.
Someone that is moving now or in the future, someone that we can put into a systematic marketing enhanced prospecting system to generate referrals from.
Let’s start with someone that is moving group first. These are [...]

SOI or COI

Someone that is not moving
It took me a long time to realize that someone that is not moving could be categorized as a lead. I am old school, if you are not moving then…
I had an understanding of a SOI or COI Sphere of Influence or Center of Influence. I had heard all kinds of [...]

An Inside 30 Lead

An inside 30 lead has a high priority because of their need to do something immediately. They are going to do something with or without you and they require massive follow up. If you are talking to someone and they are so motivated that they are going to list their home in the next week [...]

An Outside 30 Lead

Let’s look at an outside 30 lead. This is someone that can answer the magic questions, why, when and where, but is not going to do something in the next 30-45 days, more like 60-180 days. As long as they answer the 3 questions then they are a lead. Let’s suppose someone owns a condo [...]

Next Entries →