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Lead Generation Action Plan: 36:12:3 Ratio
\3\\❓\\1" role="button" aria-label="Open Question" class="keyword-wrapper question-trigger">\3\\❓\\44984" role="button" aria-label="Open Question" class="keyword-wrapper question-trigger">action❓ planning within the 36:12:3 lead generation framework translates high-level goals (closing 36 transactions in 12 months by dedicating 3 hours daily to lead generation) into specific, measurable, achievable, relevant, and time-bound (SMART) activities.
Goal-setting theory posits that conscious goals affect action. Effective goals are specific and challenging. The theory also emphasizes❓ goal commitment, self-efficacy, and feedback. (Locke, E. A., & Latham, G. P. (2002). A theory of goal setting & task performance. Academy of Management Review, 27(3), 705-723.)
Action planning leverages cognitive behavioral techniques. Breaking down overarching goals into smaller, manageable tasks reduces perceived task difficulty and enhances self-efficacy. Scheduling and time-blocking promote proactive behavior and mitigate procrastination. Monitoring progress and providing feedback reinforce desired actions.
A comprehensive action plan for 36:12:3 lead generation includes: Goal Specification; Activity Selection; Time Allocation; Task Breakdown; Scheduling and Time-Blocking; Resource Identification; Progress Monitoring and Evaluation.
Goal Specification: Ty = 36, Tm = Ty/12 = 3, Tw = Tm/4 = 0.75, where Ty is yearly transactions, Tm is monthly transactions, and Tw is weekly transactions.
Time Allocation: ti = (ROIi / ΣROIn) * Td, where ti is the time allocated to activity i, ROIi is the return on investment for activity i, ΣROIn is the sum of ROI for all activities, and Td is the total daily time (3 hours).
Pareto’s Principle (80/20 Rule): 0.8R = f(0.2E), where R represent results and E represent effort, and f* is some function.
Diffusion of Innovation Theory (Rogers): Tailor communication and marketing efforts to different adopter categories (innovators, early adopters, early majority, late majority, laggards). (Rogers, E. M. (2003). Diffusion of innovations. Simon and Schuster.)
Experiment Design: Conduct A/B tests.
Data Analysis: A t-test can determine if the means of two groups❓ are statistically different: t = (x̄1 - x̄2) / √(s12/n1 + s22/n2), where x̄1 and x̄2 are the sample means, s12 and s22 are the sample variances, and n1 and n2 are the sample sizes.
Action planning for 36:12:3 lead generation is an iterative process.
Chapter Summary
The 3❓6:12:3 lead generation system uses goal-setting and time management to increase real estate productivity. It aims to close 36 transactions in 12 months with 3 hours of daily lead generation. The system relies on the 80/20 Pareto Principle, prioritizing the most effective 20% of lead generation activities❓. action plans❓ detail specific, time-blocked activities within the 3-hour window. Accountability mechanisms like partnerships and coaching provide feedback for plan evaluation❓ and adjustments to improve goal attainment. Consistent action plan application reduces income volatility from inconsistent lead generation.
