Hey {{first_name}},
“I just need more leads.”
We’ve both said this at least once.
But I saw a stat last week that made me think about it differently.
The stat I saw
A popular real estate coach threw out a stat that said 8–12% of a realtor’s database should convert into closed business every year.
That number felt high to me, so I looked into it more.
A more realistic range is closer to 3–5%.
But even that raises an interesting question.
If you have 500 people in your database…
Why aren’t 15–25 transactions happening from that group?
That’s still too much business to ignore.
But people forget who to call if they haven’t heard from you in a while.
So the question might not really be:
“Do I need more leads?”
What if the better question is:
“Am I staying in front of the people I already know?”
A question you can ask this week
If you’re reaching back out to someone in your database, ask them this:
“Hey, quick question. If you had to guess, do you think you’ll still be in the same house two years from now?”
It’s a very low-pressure way to guide the conversation toward their housing goals.
One thing you shouldn’t do
You shouldn’t be out here chasing every shiny new lead source.
The agents I talk to who are killing it right now are staying visible to the people who already know them.
So before you go hunting for new leads this week, try this first:
Scroll through your database.
I bet you $20 someone in there is thinking about buying or selling right now.
You just haven’t talked to them yet.
EJ
— a note from the trenches
**if you ever want to talk through a deal, just hit reply
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