Five Myths That Are Holding You Back from Lead Generation

Lead generation is the engine of your business and focus is the fuel.  Without a solid, consistent lead generation plan your business will not create the income you want.  Without a steady stream of leads coming from a well worked lead generation plan you will never build a business worth owning.  The only way to get a steady stream of leads coming into your business is to make lead generation your daily focus.

Lead generation is the one career-building, business-growing, life-changing activity that matters most.  And what gets in the way of making this a daily habit are the things we think when we think about lead generation.

Here are the 5 myths that are holding you back from lead generation:

Myth #1 - Leads are not always good leads
Not true, all leads can be good, they're just not all the same.  Some leads will bring you small pieces of business others may come with bigger opportunities.  Some leads might be more motivated or ready than others therefore a relationship needs to be built and follow up scheduled.  So some leads will generate business in ways you can not predict at the time they show up.  It is important to understand that the only way to get to qualified leads is to talk to a lot of people.  And each new encounter can connect you to additional business opportunities and referrals...so don't underestimate the power of meeting new people and who those people can connect you to.

Myth #2 - Lead generation is difficult  
Lead generation is simple, it just takes time and effort.  Don't confuse your feelings for lead generation with the ability to get it done.  If you don't like something, you will not make the time to do it and many people create an aversion to a task they don't like by convincing themselves that it is too hard to do.  You might not like all that is involved in lead generation, however you can understand how the leads you generate can lead to new business and how that can impact your bottom line.  Let's face it, when it comes to any professional sport, I doubt many of the players really love or enjoy practice.  But they know if they plan to win when they get on the field then they have to do the things they don't always like in order to reap the benefits and rewards later.  The truth is, the more we do something the better we get at it.  The better we are at something the more natural it becomes and the more we look forward to doing it.

Myth #3 - I don't have time to lead generate, I am too busy working
Lead generation is part of your work or job.  It's really not about having the time, it is about making the time commitment.  We all face struggles with time management.  Usually, most people who struggle with time are not really having a time issue, it is a prioritization issue.  To be successful in business it is not always about getting a lot done in a day.  It is about getting the most important thing(s) done in a day.  And what could be more important than lead generating for new business opportunities?  Lead generation is the engine of your business and what will drive you to have the things you want most.

"Your lead generation plan must always be more ambitious than your income goals." as written by Gary Keller, co-founder and chairman of the board of Keller Williams Realty International in his national bestseller The Millionaire Real Estate Agent 

Myth #4 - I don't need to lead generate - I have enough business. 
Really?  Can we really have too much business?  You may have a lot of business right now, but what about later?  What happens when the business you have changes or gets wrapped up?  Where will your future business come from?  We always need to lead generate, regardless of how busy we are.  Lead generation is not for the business you have now, it is to set the ground work for future business.  And if we spend our time consistently on lead generation than we will have consistent leads and consistent income.  Continual lead generation is the foundational ongoing activity of all successful businesses.

Myth #5 - I don't have a lot of financial resources for lead generation
Never let the amount of money you have or don't have stop you from growing your business and attracting new clients.  It doesn't always take money to make money.  While it is true that some lead generation or marketing opportunities may require money and can be a good investment, there are plenty of ways you can generate new business opportunities with no or little money.  Most of your prospecting will require investing time rather than money.  Networking and connecting with people in your area to build relationships can produce just as effective results and leads as anything else.

Make room for more clients

It is undeniably true that lead generation and prospecting should be your #1 priority.  The business that you are servicing right now should never take precedence over creating and finding new business.  And in your quest for new business, who do you want to work with?  Who do you want to attract?  

Do you have enough people to work with?  Do you create a compelling and genuine marketing message that helps you to attract the people you most want to work with?  Are you working with the people you want to work with most?

If you answered no to any of the above questions, it's time to ask yourself why?  Why don't you have enough of the business you want most?  If I had to guess, I would say:

• You are not exactly sure who you want to do business with
• Your message is not clear
• You are not positioning yourself as the solution to their problem
• You are not standing out enough
• You are not asking for business enough
• When speaking with prospects show conviction in your abilities, skills and talents
• Be more compelling in your conversations to show your knowledge, experience and potential
• Engage more in public opportunities for networking and relationship building.  
• The more meaningful conversations you have the easier it will be for like minded individuals to find you and refer business to you.
• Create a marketing system that is consistent, reliable and systematic
• Create clear marketing messages that inform and inspire people to want to work with you

Be clear in your marketing efforts and keep it simple.  When you are feeling overwhelmed and confused you become inactive and that will show up in your marketing leading to inaction or confusion in your potential clients.  Confused clients never buy or agree to move ahead.  

All of this may not be your fault.  Most real estate agents are not taught how to market themselves effectively.  Now it may not be your fault but it is your problem or challenge.  Who can help you or coach you to be a more effective marketer?

Personally, I love marketing.  It has solved many problems for me as an entrepreneur over the years.  Marketing is a vehicle to design a business worth owning.  Powerful and effective marketing can absolutely change your life.  If you had enough leads that converted into enough clients to work with, how many would you have?  How would your business grow?  How much money would you earn?  How many dreams would you fulfill for yourself and others?   What's stopping you?