Christian Bear directly addresses camera: Your lead strategy is all about time, cold calling, door knocking and money, such as Google Adwords and pay-per-click ads. You've got to do one or the other, or a combination of both. But, how you do it comes down to you and your mindset. You're more than a Realtor, you're a lead generator. I'm Christian Bear, a real estate coach and trainer. Let's take five minutes to discover the lead generation strategy that best fits your personality. It's not a one size fits all process. You can spend money to buy leads, cold call, network, drive people to landing or squeeze pages. But, if you're doing something you don't like, you're going to quickly stop doing it. I remember a woman who was struggling in her real estate career. She couldn't figure it out. She didn't like cold calling. So, she was asked, "What do you like to do?" She said I likes to do yoga. She was told to go to three or four different yoga classes a day and hand out branded yoga mats. Ever since, she's been consistently selling 40 homes a year just by doing this one activity. By the way, I've been involved in thousands of sales, and I've never cold called anyone. The best lead is a personal referral, of course. But most agents can't live off that alone. I recommend having five lead sources and stick with them. Each lead source will run hot and cold, but not at the same time, giving you a source that carries you through no matter the market. Regardless of the type of lead generation you use, the method with each of them is the same. If I'm on a first call with a lead, I focus on building rapport. I direct them them to my testimonials or reviews for third-party validation. Finally, I figure out how soon they plan to buy or list. The whole purpose of the call is to figure out if they're an A, B or C lead. An A lead is ready to buy within 30 days. A B lead is ready to buy in 30-90 days and a C lead is ready in over 90 days. Here's a script for figuring that out: I get a notification that Suzy buyer just registered on my website. I would call that person and say, “Hi Suzy, this is Chris. You just registered on my site. I'm just calling to make sure that the site is working OK for you.” Don't ever ask how they are, that's what telemarketers do. Just think about when you pick up a call and the person says, “Hey, how are you today?” Our whole demeanor changes. So, plan a script that doesn't allow for that to happen. And, once you ask the question, wait for the answer. So Suzy says, “Yes, the site is working well.” I then offer her something of value. That could be explaining a certain aspect of the site or offering to sign them up for custom searches. Ask a question at this point like, “Can I set up a search for you?” Then, let her answer. You want to keep her talking. Finally, you end with, “Suzy, before we hang up, can I ask you a question?” Most people usually say yes, and I answer with, “If you had a magic wand and could make anything happen, when would you want to be into your perfect home?” The next part is the hardest for real estate agents. You just have to be quiet. What they respond with is how you classify them as an A, B or C lead. And, doing so will allow you to respond appropriately. For example, if Suzy says her family is relocating in a month, that's an A lead, and you can ask when they'll be in town and set an appointment. By doing this, you're going to see a higher conversion rate on your leads than you've seen before. The national average is to convert about 1% of pay per click leads. With this method, I've seen a 3% to 4% conversion rate. So, determine the five lead sources that best fit your style, build scripts around each of them, classify the lead and stay in touch. It's really is as simple as that.