Do you pay for leads?

lead generation

If you answered “No” let me ask you this. Do you really believe that? Do you understand how lead generation works?

The answer to the question should always be “yes”.  Here’s why.

Leads ALWAYS cost us something. Leads cost:

  1. Money
  2. Time
  3. Effort
  4. Or any combination of the above

Most successful REALTORS®, or anyone in business for that matter, uses a combination of the three.

If you are spending your time and effort on blogging, social networking, building relationships or whatever you do that doesn’t cost you money you still have a cost related to that time and effort. It may be a little more difficult to know what the exact cost is but it’s still a cost.

On the other hand, money spent on advertising, referral fees, websites etc…is easy to  keep track of because we can see it coming out of our bank account. BUT…it doesn’t mean it’s any more real than putting in time and effort.

The point is that ALL leads have a cost associated to them. If we are to run a successful business we have to make sure that the cost is less than the return. ROI (return on investment) needs to be a positive number after we factor in time, money and effort (investment).

So it’s my opinion that the folks that state “I never pay for leads” are the folks that are not generating any leads and are depending on someone else to carry this expense. That someone else is their Broker or team leader (lead provider).

If your lead provider is carrying the expense of getting you leads then you best be prepared to work them so they get a return on their investment or………….you become the expense. You are a liability. It’s not complicated.

What say you?

Bryant Tutas
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker

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