Stopping lead generation the moment business gets busy. (05.14.26)

Today we talked about something that quietly hurts a lot of agents:👉 Stopping lead generation the moment business gets busy.
The problem is… the business you have today is the result of what you were doing 30–90 days ago.So when you disappear from prospecting because you’re overwhelmed with current clients, you’re often creating your next slow season without realizing it.
The top producers don’t only lead generate when they’re scared.They protect the pipeline no matter what.

A few reminders from today’s conversation:
• Busy does NOT mean secure
• Your pipeline needs constant attention
• Time block at least 2 hours a week for outbound lead generation — even in busy seasons
• Call the database
• Reconnect with your pipeline
• Ask for referrals
• Set appointments
• Keep doing open houses
• Future business must be created while current business is closing

Consistency creates stability.Not panic-driven bursts of activity.
Protect the pipeline. 🔥 

Transcript

SPEAKER_00 0:00

All right, good morning and welcome to the 6 a.m. call, everybody. My name is Lee McGinnis. It's Thursday, May 14th, and I'm happy to be here. And Robin and I are always glad you're here. Taking just a few minutes every day to start your day with us with intention matters, and we're grateful that you're doing that with us. So today I want to talk about something that I think hurts a lot of agents financially, and it's probably happening to a lot of you right now. Honestly, most of the time they don't even realize it's happening until it's too late. And it's this they stop regenerating when they get busy. Not because they're lazy, not because they're um, yeah, not because they're lazy, but usually just because they're overwhelmed, um, buried in contracts, inspections, appraisals, problems, clients, emotions, deadlines, all the things. I mean, there's so much going on. But they convince themselves that they'll get back to lead generation once they get through this. You know, once the once all this craziness is over, I'll get back to it. But that thinking is really dangerous, guys, and I want to talk about it now because this business has a delay effect, as you know. The business that you have right now is most likely the result of activity that you were doing 30, 60, 90 days ago. Even if the people just called you, they're calling you because of actions that you took in the past. So if you disappear from lead generation for the next month or so because you're busy, you're literally creating a slow season that's gonna come next. And I think sometimes agents need to hear this more directly. You cannot build a stable business if lead generation only happens when you're dead or scared. And because that's not a business plan, that is an emotional reaction cycle that goes like panic. I don't know if you've had that feeling in the middle of the night where you're like, oh my God, I have no business, I have no money coming in, what am I gonna do? That's panic. Then they prospect, then they get busy, then they stop prospecting, then the pipeline dries up, and then they panic again, and the cycle starts all over again. And that is no way to live. It is not the kind of real estate business you want because it will happen over and over and over. So the agents who actually create consistency, learn to prospect, lead, and lead, learn to protect lead generation no matter what is happening. And honestly, during busy seasons, you need that structure even more. And this is where I think people need to get tougher with themselves. If you're truly serious about building a sustainable business, then during the busy seasons, you should still be time blocking. And I'm gonna cut this down to two hours a week. If you're if you're time blocking at least two hours a week for outbound lead generation, I think you'll be okay. When you're not busy, it should be one to two hours per day. And this should be non-negotiable. Not if I have time or if I feel like it, and that doesn't mean scrolling social media and calling it work. It's literally actual conversations with people, calling into your database, asking for referrals, reconnecting with people in your pipeline. Everyone should have that gold mine pipeline done. And if not, please reach out and we can talk about how to get that started. But this is a list of people that you think will buy or sell in the future. Um, they don't necessarily have to have raised their hand and talked to you or identified you as their agent, but anyone you think might buy or sell should go on a list, and those people need to be contacted on a regular basis. Checking in with past clients, asking for referrals, setting appointments, following up with appointment with opportunities that went cold. All of this needs to be happening because relationships cool off fast in this business if you disappear. And honestly, open houses matter here too. I know a lot of people think that they're too busy for them once they get busy doing current business, but open houses are one of the easiest ways to keep new people flowing into your pipeline while your current business is moving. Just takes a couple hours on a weekend. You need future business being created while current business is closing. That's the whole game. I always think about this idea of like harvesting and farming. You know, farmers are not just planting those seeds and then waiting for them to be harvested. They're always cycling, planting new seeds while certain things are growing and while the harvest is happening, they're planting for the future. And um, you know, you can't just harvest, you can't just do the current business forever. I think this applies emotionally too. Sometimes when we're overwhelmed, we start operating only from urgency. We spend all day reacting instead of intentionally building. And that's why time blocking matters so much. Because if you don't protect lead generation, all the urgent things will eat every available minute of your life. And if you think about that, it is so true. And then suddenly it's August or October, and you're wondering why things got quiet. Top producers are not necessarily more motivated, a lot of them are simply just more disciplined about protecting the basics, even when they're tired, when they're busy, and they don't feel like it. So maybe the question for today is what would happen if you treated lead generation like a standing appointment with your future? Because that really is what it is. So take a look at your calendar if you're busy right now. If you're not busy, you should be doing it anyway. But if you are busy right now, make sure you're building one, two hours a week, I would say two, um, into your calendar somewhere to touch base with future business. Your future pipeline is depending on the actions that you take right now, especially when things are already going well. So I hope I'm all in love, all in love. I say all this in love, not to be tough on you guys. Um, I just worry because I know what it's like. I've done it myself. So I hope you all have an amazing day. Um, we'll see you. I will see you again tomorrow on the Mike Robbins out of town. So see you tomorrow at 6 a.m. Have a fabulous day. Love you guys a lot, and thank you for joining.