Dale on the Daily

The Power of Momentum in your Business!

• Dale Kerns • Season 1 • Episode 13

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After months of consistent lead generation, I've built momentum in my real estate business that's created a snowball effect with exponentially increasing results. My commitment to purchasing at least 25 leads weekly has transformed my business from sporadic activity to a steady pipeline of opportunities.

• Consistent lead buying for 2-3 months has finally created meaningful momentum
• Pipeline is now full, enabling daily seller conversations and multiple weekly offers
• Previous approach of sporadic lead generation prevented building momentum
• Leads from 30-60 days ago are now responding and reaching back out
• Offer-to-lead and contract-to-lead ratios cut in half with increased volume
• More leads creates higher percentages of connecting with motivated sellers
• Secured more contracts in the last 30 days than previous six months combined
• Conversation skills improve naturally through increased practice
• First 60 days may show little progress but commitment is crucial
• Follow up relentlessly until you connect with sellers
• Don't get discouraged by initial metrics - they improve with volume

Leave a comment letting me know where you are in your journey!


Speaker 1:

All right, what's up everybody? Today I want to talk about momentum. Recently I have been more focused on purchasing leads, making calls, talking to sellers and making offers. I've been doing this for the last few months and now, after the couple months, two months or three months that I've been consistent, I have finally built some momentum for myself. I can see it, I can feel it and it's created kind of a snowball effect in my business. I have more leads to follow up on. I'm calling on new leads every day and have increased the opportunities in my pipeline.

Speaker 1:

Now, before this happened, I would get a handful of leads a week, not talk to anyone, or maybe to one or two, and most of the time not even make any offers. If I did, it was maybe one which ended up not turning into anything With that lead generation, if you want to call it that. I wasn't filling my pipeline enough to talk to sellers, make offers and building any momentum for myself. Now that I've been consistently buying at least 25 leads a week for the last few months, now my pipeline is finally getting full. Now I'm able to have conversations with sellers every day. I've been able to make multiple offers a week and get more deals under contract. This is the momentum builder. This is when the magic starts to happen. Not only do I have new leads to have conversations with, but the leads that I got 30 to 60 days ago are now picking up the phone and we're having conversations with them as well. I also have people even reaching back out to me from prior leads that I had called or texted and now they're calling us back. They're texting us back asking if we're still open to talking about them selling their property. In another two to three months, when I continue with this strategy, I'll have double the leads and then I'll have even more people to be talking to, more conversations, more offers, more contracts. It's just going to compound because the momentum I've built over the last few months I can already see the momentum in progress just after two to three months that I've made just by making the commitment to getting leads every day, following up with those sellers and having conversations with sellers every day.

Speaker 1:

I can only imagine what the pipeline is going to look like. The opportunities are going to look like as I continue over the course of the next months and future years, of what that's going to look like with my pipeline as I continue along the same strategy, at that point I'll probably be able to get more leads, have more follow-ups and even compound what I'm doing now, just by increasing the lead flow. So just in the last 30 days, I've seen my offers to leads and contracts to leads ratios cut in half just because I have more leads to call on and I'm talking to the right sellers in order to get those opportunities. Since my pipeline has grown, I have those opportunities and that's why I'm able to talk to more sellers, have more offers, have more contracts, more contracts. I'm able to talk to the right people. By increasing the leads that I have, I've increased my opportunities of talking to those people With no pipeline and only getting a handful of leads, as I was previously doing, the percentage of talking to the right seller or even then picking up the phone was very low. Now that I have more leads, those percentages are way higher and therefore the opportunity to get a signed contract has increased as well. It wasn't until I made the commitment to purchase the leads consistently that I realized and understood that it will take more leads to reduce those ratios of offers and contracts to leads. By doing that, I have increased my chances of contract and closing on those contracts. Therefore, the initial investment of leads will get paid back when you close on deals.

Speaker 1:

To build momentum you have to get started. You need to take that first step to get going. Then, if you continue forward and you're consistent, you'll build that momentum. And if you continue forward and you're consistent, you'll build that momentum. Making the commitment to purchasing leads every day and following up has allowed me to build the momentum that I have give more offers, send more contracts and have gotten more signed contracts in the last 30 days than my previous six months. With that progress, I'm even more excited for the next two to six months by continuing to fill my pipeline, follow up with sellers and have conversations every day. A couple takeaways if you're just getting started would be this A couple takeaways if you're just getting started would be this Commitment to getting new leads every day, even if it's one to two.

Speaker 1:

You're getting started and you're building your pipeline, follow up with all those leads every day. You need to keep reaching out until you talk to those sellers, whether it's phone calls or text. You got to hit them every day so you know and they know that you're there when they need you. You've got to get through the first one to two months. You may not see or feel any progress, but you need to fight through this stage. You need to keep moving forward. Stay consistent.

Speaker 1:

Okay, don't get discouraged by your metrics like offers to leads or contracts to leads.

Speaker 1:

For the first few months, these numbers are going to look low, but you need to push forward through this, not worry about it. Keep getting leads every day and keep following up, and as you increase the number of leads in your pipeline, those numbers will start to align with the progress and success that you start having. The other thing here that we don't think about and you don't realize until it's happened is that your conversations and your closing success is going to get better because you're having more conversations. Closing success is going to get better because you're having more conversations, you're training yourself, you're talking to more people, you're seeing more situations that people are having, you're going to know how to navigate those conversations better and talk to those sellers. Therefore, you're going to have better conversations and you're going to get better at closing deals and getting people to sign contracts because of you're just having more conversations, of getting more leads, talking to more people, but also you're building the momentum and progress of yourself and talking to those people and being able to close deals.

Speaker 1:

You need to keep disciplined and consistent, with the new leads following up and once you hit month three or four, you will see the progress and the momentum you have built over those last few months. You will have more conversations with sellers, more offers, more contracts and more closed deals. Just get started and commit and once you do that, you will get the momentum to where you are having more success. Let me know where you are in your journey. Leave a comment. I appreciate you tuning in and I'll see you on the next video.