3 Proven Lead Generation Strategies for Agents Making Under $100k - Travis Robertson

3 Proven Lead Generation Strategies for Agents Making Under $100k

Only 21% of agents make over $100K per year of GCI. In this video, I’ll be showing you 3 highly effective lead generation strategies so you can get over that financial and psychological barrier to be part of that 21%.

3 Proven Lead Generation Strategies for Agents Making Under $100k

Agents making under 100k frequently ask, “How do I make 100k? How do I get to that 100k level?” Well, there are a lot of reasons why they make under 100k, but there is one primary reason that we are going to take a look at here today, along with the three strategies that are crucial in building your financial development. Let’s jump in!


The one primary reason that most people don’t realize is that $100,000 is a psychological barrier, not a tactical barrier. What I mean by that, is that $100,000 -and your ability to make $100,000- has less to do with what you do, and more to do with what’s in your head and your heart. It’s more to do with psychology than an activity.

I talk to agents all the time, and the most common thing that I like to ask them is, “What’s your goal? What are you shooting for?” Probably the number one response from agents that are not already at that top producer level, respond and say, “I want to make $100,000.” And I go, “That’s great! Why do you want to make $100,000 ?” They say, “I don’t know, it sounds like a big number.”

When you hit $100,000 in real estate, as a real estate professional, that’s a nice figure, but you’re going to quickly realize that it’s not enough, and the reason that most people don’t make $100,000, is because they’ve never made $100,000 before. So they don’t know what it takes to get there.


I’m going to give you three lead generation strategies, and some activities that you can use, but here’s what I can tell you. If you don’t fix what’s in your head and your heart, you’re not gonna do it.

This is about your drive, your desire, your want to, and your need to. You’ve got to make gaining $100,000 something you have to do, something that you’ve gotta make no matter what. The thing is, I don’t want you to stop there. I want you to make $200k, $300k, $400k, $1,000,000 if that’s what you ultimately wanna do.

Just know that it is a psychological barrier. The other ones- $250k, $500k, $750k, or a million- have some psychology behind it, but they’re very heavy on process and activity. This is just in your head. All of you deserve and are capable of making $100,000 if you just put the work in and go out and hustle. If you focus on the right activities at the right time, and you get over the distractions in your head, you will reach your $100k mark.

Strategy 1: “Buying” Old Leads

Start by contacting every agent in the office that you work in, every agent that you have a relationship with, and every agent that you observe is successful and busy, because it is almost 100% guaranteed that they will have old leads that they haven’t contacted in a long time. You want to obtain every single lead that they have available.

Continue by stroking the agent’s ego. Make him feel like you admire him, and compliment his work ethic. After you’ve fluffed up his feathers, ask him if maybe he’s been sitting on some old leads? Propose an agreement with him. Say, “I would like to buy those old leads from you. What I want to do is, I would like to work those old leads and I will make sure to give you the update on everything.” Respect that he was the one who got the leads, and he’s entitled to keep them. “You paid for those leads and I want to buy them from you. I want to give you anything I close from that group that you’re not working. I will give you 25%”. If the agent seems uncertain, try to bargain with him. Try to appeal to him in a way that will benefit him.

If you want to go from zero to “I’ve got hundreds of leads” overnight, this is the strategy you should be using.

Strategy 2: Ultimate Open House

This strategy is, in easier-to-understand terms, pumping traffic into an open house. We are talking buyer leads AND seller leads. In fact, a lot of the time the people who go to the open houses are not just buyer leads, they are people who have a house to sell. I’ve met a lot of agents and a lot of our clients who’ve made their first $100k (before they joined our program) off of open houses.

If you were to do 1-2 open houses every single weekend for a year, you would make so far into the six figures it would blow your mind.

Pumping traffic through direct mail, door-knocking, circle prospecting, inviting neighbors, making flyers, signing, doing everything you do to promote, and everything we teach you to do, you will see an effect and how it really works. If you don’t see an effect, then you are doing it wrong. If people say, “Open Houses don’t work”, then they are doing it wrong, and I will show you the right way to do it in my upcoming webinar.

Strategy 3: Calling Your Past Clients in Your Sphere of Influence

If I’m an agent making under 100k, and I’m new in the business, how am I gonna get my income up? Simple. I’m gonna reach out to my past clients and my sphere of influence. I will explain to you how to do that in just a few moments, but for now, what I’m going to do is help you build a real relationship with your past clients in your sphere of influence. Because that’s is what ultimately generates results.

Start by asking them personal questions, but make sure you don’t get off on the wrong track and forget the purpose of the conversation. Stroke his ego a little bit, you know, get on his good side per say. Then you slowly ease into the question, “So hey, a lot of my clients have been curious how the craziness of the market has impacted the value of their home. So, I’ve been putting together my Power Seller’s Report for some of them, and I immediately thought of you.

“I immediately thought of you” is the key phrase here. It’s letting people know that you value them. One of the most important things to worry about is, you don’t want to forget about the primary ask, and the secondary ask. Primary ask, in this case, is “Can I send this to you?” My secondary ask is gonna be if he knows somebody that I can get connected with. Bargain with them. Don’t forget those questions, because are the key to succeeding with no chances of walking away from a conversation with nothing.

Action Steps:
1. Register for your FREE coaching session. We can help you make your first $100k!
2. Download the script pack.
Download Now!
3. Register for the Lead Gen Webinar
4. There are a lot of live events coming to your areas, so check out our website and join us at one soon!

This is your time, this is your opportunity. Don’t settle for anything less than what you deserve. If you guys believe in yourself half as much as I believe in you, you have an amazing life and business ahead of you, and it is an honor to serve you in this capacity. Take care you guys.

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