Page 24 - LEAD GENERATION

LEAD TYPE SUMMARY, CONT’D

100% Owned Leads: Leads who are already in your

database; the people with whom you already have a

relationship.

Pros: Most sustainable long-term (becomes less expensive

over time); timeless strategies work best, so it’s easy to

keep up; people who already know, like, and trust you are

more likely to convert to repeat or referral business

Cons: Requires a lot of time and energy to build

relationships

It’s clear that these 100% owned leads—your past clients

and existing relationships—should be getting the majority

of your attention. However, it seems that many agents are

still putting way too much time, money, and effort into

web leads...and neglecting their past clients.

89% of your business will come from Past Clients and Referrals!