Overcoming Obstacles, Protecting Lead Generation Time, and Maintaining Focus.

1. Overcoming Obstacles: Effective Strategies

1.1. Identifying Potential Obstacles:

Obstacles can be internal (e.g., procrastination, lack of organization, fear of rejection) or external (e.g., interruptions, unnecessary meetings, technical problems).

• Example: A real estate agent may have difficulty allocating enough time for lead generation❓❓❓❓ due to frequent meetings with existing clients.

1.2. Analyzing Root Causes:

Use techniques like Root Cause Analysis (RCA) to identify the core factors supporting the problem.

• Example: An agent may find it difficult to stick to a lead generation schedule due to poor time management or lack of an effective prioritization system.

1.3. Developing Strategies to Overcome Obstacles:

Strategies can include changing behavior, streamlining processes, leveraging technology, or seeking help from others.

• Example: If an agent struggles with procrastination, they can use time management techniques like the Pomodoro Technique to break down large tasks into smaller, more manageable parts.

1.4. Using the Time Matrix to Manage Priorities:

The Time Matrix divides tasks into four quadrants based on importance and urgency:

*   **Quadrant 1 (Important and Urgent):** Tasks requiring immediate attention (e.g., crises).
*   **Quadrant 2 (Important and Not Urgent):** Tasks that contribute to long-term goals (e.g., planning, lead generation).
*   **Quadrant 3 (Not Important and Urgent):** Tasks requiring immediate response but not contributing to goals (e.g., some phone calls).
*   **Quadrant 4 (Not Important and Not Urgent):** Tasks not requiring immediate attention or contributing to goals (e.g., browsing the internet randomly).

Focus on Quadrant 2 (important and not urgent) for long-term success.

1.5. Examples of Common Obstacles and Solutions:

2. Protecting Lead Generation Time

2.1. Importance of Protecting Time:

Protecting time allocated for lead generation is crucial for ensuring a continuous flow of new clients and maintaining business growth.

2.2. Allocating Time:

Allocate specific and consistent time in your schedule for lead generation.

• Example: Allocate two hours every morning for lead generation.

2.3. Communication with the Team:

Inform your team that this time is unavailable except in emergencies.

2.4. Delegation, Training, and Consultation:

Delegate routine and administrative tasks to team members and train them to handle them efficiently.

2.5. Appointing a Gatekeeper:

Appoint someone responsible for filtering calls, emails, and other interruptions.

2.6. Scheduling Time Early in the Morning:

Schedule lead generation time early in the morning before other things start to accumulate.

2.7. Replacement Rule:

If you have to cancel lead generation time, replace it with similar time as soon as possible.

2.8. Using a CRM System:

A CRM system can be used to track leads, manage contacts, and automate routine tasks.

2.9. Reducing Distractions:

Turn off notifications on your phone and computer, close unnecessary tabs in the browser, and find a quiet place to work.

2.10. Measuring and Analyzing Time:

Use time tracking tools to identify how you spend your time and analyze activities that consume the most time.

2.11. Ideal Time Allocation Equation (Illustrative Example):

Assuming the goal is to maximize time roi❓❓ (TROI):

TROI = (Revenue from Lead Generation) / (Time Spent on Lead Generation)

To achieve maximum TROI, analyze different lead generation activities (e.g., social media marketing, cold calls, networking) and allocate time to activities that generate the highest return.

3. Maintaining Focus

3.1. Identifying Your Mission:

The primary job is lead generation.

3.2. Resisting Temptation:

It can be difficult to maintain focus, especially when the market is booming and there seems to be an endless flow of potential clients.

3.3. Danger of Complacency:

The danger lies in complacency. Every time the market shifts, you will have to reinvent your approach to lead generation.

3.4. Continuity and Consistency:

The best never allow their lead generation systems to fall victim to fluctuations in enthusiasm or the market.

3.5. Basic Principles for Maintaining Focus:

1. System: Create a lead generation system that requires little energy or enthusiasm to keep the machine running at all times.
2. Plan: Have an ongoing plan that includes annual, monthly, and even weekly installments.
3. Schedule: Schedule lead generation activities in your calendar at the most productive times of the day - before 11:00 AM.

3.6. Importance of Numbers:

Success in lead generation lies in numbers.

3.7. Leveraging Technologies:

Use lead management tools and automation systems to streamline the lead generation process and improve efficiency.

3.8. Setting SMART Goals:

Set Specific, Measurable, Achievable, Realistic, and Time-bound (SMART) goals for lead generation.

3.9. Tracking Progress:

Monitor progress regularly and adjust strategies as needed.

3.10. Celebrating Success:

Celebrate achievements to maintain motivation and increase enthusiasm.

4. MREA Summary: Streamlining Lead Generation

4.1. Marketing First, then Optimization with Direct Sales:

Focus on building a strong marketing strategy❓ to attract leads, then use direct sales to enhance these efforts.

4.2. Following a Dual Approach:

Use a database of “known” and “unknown” contacts and follow both approaches to the highest level.

4.3. Leveraging Technology and Team:

Use technology and your team to create a systematic lead generation program that moves contacts through your circles and converts business from the “unknown” database (new customers) to business from the “known” database (repeat customers and referrals).

4.4. Lead Generation Controls Other Costs:

By controlling leads, you can control sales and other service costs.

4.5. Reminder of the Basic Formula for Focus:

Focus = Goal Setting + Planning + Execution + Follow-up + Continuous Improvement.