Next Level Truths (Part 1): You Don't Have a Leads Problem, You Have a Conversion Problem
episode
Next Level Agents: The Kevin & Fred Show - Interviews with the best and brightest minds in the real estate industry
17 min
1 speaker
8 chapters
transcribed 1 month ago
Transcript
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Transcript generated automatically by AI and may contain errors.
Why do agents think they need more leads instead of focusing on conversions?
Welcome to Next Level Agents, the podcast that's all about breaking barriers and building empires. I'm Kevin Kaufman, and together with my crew, bringing you straight up fire. Interviews with top tier agents, game changing thinkers, plus the strategies and mindset shifts to dominate in real estate. Whether it's personal growth, leadership packs, or next level tactics, we've got you covered. So tell me, what does the next level look like for you? Buckle up, because we're about to take you there right now. Hey everyone, welcome back to the Next Level Agents podcast. I'm Kevin Kaufman, your host. And today I am trying something new. I'm kicking off a new series I'm really excited about called Next Level Truths.
I just kind of, I've been thinking about what are some of the things that sort of come up? Like what are some reoccurring themes I hear from our guests on the show over the years and from the agents that I'm talking to? So these are like short, focused episodes where I'm going to share just one truth per episode. So these are gonna be short about the real estate business. And these are just things I think agents need to hear. You've actually... heard this before nothing's going to be new it's just going to be a reiteration and sort of standalone on one idea so i believe these are things that we need to hear constantly like over and over again right you've probably heard the saying we don't need to learn things we just need to be reminded of things so this isn't going to be about what sounds good
It's not going to be what's like, what's trending, what's the greatest, newest AI tool, or what's the best way to go out and get new listings. Not what the industry is trying to sell you or whatever the CRM makers are trying to sell you right now.
How does Kevin explain the difference between having leads and actually converting them?
But these are things I think that actually move the needle. And here's the first truth, okay? So episode one of these truths or this one's going to be based around leads. And my belief is that most agents don't have a lead problem. They have a conversion problem. You've maybe heard the saying, lead generation solves all problems. And that's true. But it's actually only partially true because if you have leads, you have to be able to convert them. You hear that? Like you don't have a lead problem. You have a conversion problem. I want you to sit with that for a second, because if you really understand this, you understand the difference, it can completely change the way you approach this in your business.
I hear agents all the time say things like, I just need some more leads. Or if I had more leads, I'd be closing more deals. I just haven't figured out how to lead generate yet. And on the surface, that sounds reasonable, right? Real estate, as we know, it's a numbers game. More leads should equal more deals. But here's what I've seen over and over again. Agents go out, they buy leads, they sign up for like whatever lead company thing used to be Zillow back in the day. You can't really just sign up for Zillow anymore. It's a lot difference. They'll try Facebook leads. They'll try a new CRM.
What’s the real meaning of being ‘busy’ versus being truly productive in real‑estate?
Let's jump from one system to the other, this AI system or that AI system. And they'll do everything for a short period of time. And they feel really busy. They feel like they're doing something. They feel like they're making progress. But usually a month or two goes by and nothing really changes, okay? Here's what's actually happening, in my opinion. It's not that they don't have leads. It's that they're not doing anything meaningful with the leads they have. They're not calling consistently. They're not following up. They're not having real conversations when they do make the phone calls. Meaning, they're getting an objection or two and they do get somebody on the phone and they're just like hanging up and going, okay.
Like they're not, they're not pushing past it. They're not asking good questions. They're not spending the time to build relationships with, with their leads. See, cause a lead, but use that term and it sounds so impersonal. But it's just a human being that needs your services, right?
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Chapters
8 chapters
1
Why do agents think they need more leads instead of focusing on conversions?
0:01–1:45
2
How does Kevin explain the difference between having leads and actually converting them?
1:45–3:05
3
What’s the real meaning of being ‘busy’ versus being truly productive in real‑estate?
3:05–5:36
4
Why do agents keep chasing new tools and systems instead of fixing the core issue?
5:36–8:26
5
How did Dustin Runyon’s team close 750 transactions by obsessing over one metric?
8:26–10:57
6
What is the 10‑business‑day challenge and how can it instantly shift your business?
10:57–12:59
7
Why should agents track daily real‑estate conversations instead of lead counts?
12:59–15:17
8
What’s the final call‑to‑action for agents ready to change their daily actions?
15:17–17:05
Speakers
1 identifiedMore from Next Level Agents: The Kevin & Fred Show - Interviews with the best and brightest minds in the real estate industry
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The Compound Leverage Effect: How Protecting Your Time Makes You Richer
AI Won't Kill Your Real Estate Business, But Ignoring Your Leads Will
The 2% Habits Most Real Estate Agents Quit On (And How to Stay In)