Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them.

We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second.

How do we develop a better attitude towards leads? How do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, we discuss the lead generation mindset crisis in real estate and how we can solve it.

The concept of bad leads is a fallacy and one of the most damaging thoughts that agents can have. -Chris Heller

Three Things You’ll Learn In This Episode  

-Lead generation by design, not default

Instead of taking action when leads come in, how do we build the muscle proactively and get ahead of the game?

-Lessen your losses 

How do we stop grumbling about leads and take advantage of the enormous, upside opportunity we have in front of us?

-You’re thinking yourself out of business

Many salespeople fear being pushy, but does pushiness have more to do with tonality than frequency of contact?

Guest Bio

Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.