What does a shark and lead generation systems have in common?

Written By: Karen Deis

"The Millionaire Real Estate Agent", by Gary Keller of Keller Williams, is a book that I recommend every loan officer should read. Not only can you apply his suggestions to your business, you can also use it to help your real estate agents increase THEIR business. (Visit amazon.com to order Keller's book.)

One of the most important chapters covers the topic of lead generation. In this article, we will cover what Gary Keller says about it and provide a Prospecting and Marketing Strategic Checklist you can use in your business. By choosing a minimum of 3 initiatives, you may never have to worry about where your next loan will come from.

(If you are a company owner or branch manager, this is a great planning tool to provide your loan originators.)

But, before we get into the checklist (which subscribers can download), Mr. Keller talks about the importance of sustaining a solid and consistent lead-generation system.

"The biggest challenge you will face in building your business is the ability to focus on lead generation, no matter how many leads you have or how busy you become. Once a high number of leads have been generated, there is a tendency to settle for that number and then devote more time and energy in servicing your business."

Mr. Keller goes on to say, "You could view the idea of lead generation as being something like a shark.

In the ocean of lead generation, it's definetly on the top of the food chain because there is nothing that has greater potential to impact your business. It's like a shark because in that it can never stop. As you may know, in order for most sharks to breathe, they must keep moving, which forces water through their gills.
If they stop - they drown."

"My experience shows that..."

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