“Do not dwell in the past, do not dream of the future, concentrate the mind on the present moment.”

~ Buddha

So many people talk about “lead generation” or “prospecting” like it is this HUGE secret. They speak about it, as if they gave you the answer to the Holy Grail of real estate. A secret once learned, they,  will have to kill you. It’s such a BIG secret! (By the way it shouldn’t be referred to as lead generation…It should be referred as to what it really is…PROSPECTING!) Lead generation comes from the hard work of prospecting. YES… it’s HARDWORK!


It takes time, it takes money, it take a phenomenal attitude, it takes a plan. It takes staying focused on your plan and making revisions when it’s necessary. It means that instead of waiting passively for the future to bring you business or by some chance someone is going to walk thru the door, or call you, or the proven way of; “I am just going to wait until the market changes.”  Maybe just maybe…YOU reach out! YOU make the calls! YOU knock on the doors. YOU create the plan! YOU stay focused! YOU hold yourself responsible for your actions and your efforts. YOU DO THE PROSPECTING!

I am not trying to be judgmental, please excuse me if you think I am. What I am trying to do is give you an idea of what it takes to run a business. It takes Herculean efforts and planning.

Let me give you an example. Most human cultures, (not all) went from hunters and gathers to farming societies many thousands of years ago. It became apparent to these early humans than instead of following the herds, or changing locations due to seasonal weather, always moving around. It was more efficient and easier to sustain themselves by putting down permanent settlements; to plant their crops, become self sufficient and not rely on animal movement.


The point. These early humans started to proactively cultivate their little slice of the earth and all of the resources that they had at hand. They became specialists within their environments. They learned when to plant, what to plant and when to harvest. They learned how to survive by consistently working, trying different ideas, being open to changes, observing others and by trial and error.

Because the everyday scramble for food become almost non-existent within the farming societies. They were able to start pursuing other ideas and thoughts.

YOU can do the same. Except what you will be pursuing is your next “revenue stream.” First, you have to get your crops planted and nourish those seeds. Keep a focus on your plantings. What and who are your seedlings you might ask?? How about your geographical farm, your sphere of influence (SOI), your business to business network (B to B), open houses, your bank contacts. Etc…Etc…

What do I do? Let me tell you; Get a plan. Create a calendar. Schedule it! Write it down. Be flexible. Hold yourself responsible to that plan. Start by calling, door knocking and emailing. Ask questions. Who needs your help? Who can I help? Make sure you follow-up, follow-up and follow-up! Find out what’s expired or cancelled. Visit the FSBO’s near you. Need advice?…let’s talk, let’s look at what you got, let’s keep you focused.



Here are the Seven PROACTIVE PROSPECTING Steps you can do right now. Very simple. Very controllable. Now Go get Proactive and PROSPECT! Lead generation will follow.

  1.     Decide on your market
  2.     Make a simple plan with objectives
  3.     Create a calendar with deadlines
  4.     Review your plan from time to time
  5.     Be focused
  6.     Get proactive now!
  7.     Watch what happens


“In order to succeed, your desire for success should be greater than your fear of failure.”

~Bill Cosby


About Lance Berwald, Coldwell Banker Burnet

I am a real estate aspirant and scholar. Always seeking to learn more about an every changing world and industry. Come and seek the truth about life, real estate and what motivates us each and every day!
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