Early last year I met with an agent who told me that she had tried every single lead-generating scheme that she could possibly try. They never yielded any tangible results for her. She wanted to know what she was doing wrong, especially since her own money was involved in acquiring said leads.
We went through an analysis: she wanted to know if she was calling them fast enough because, according to some statistics, you should be calling a lead within 3 minutes or less. We looked at her follow-up program. It was specific and well-organized. We looked at the different drip campaigns she had set up. Again, no fault there. Everything was set up appropriately, with no real deficiency that I could see. Her system was flawless. She received leads from her company and followed up with them, doing everything absolutely right. The system was solid and the quality of leads she received was great. So what was missing?