By Tim Harris.

     One of the most popular questions we’ve answered recently was from agents concerned about their cash flow.  A lot of agents during the year have ups and downs in their cash spurts.  When closings come you have a lot of money then you go a long time without having any money.

    The typical cycle of a realtor is that they will lead generate-prospect, work with leads, put the leads in contract, close the transaction and begin the cycle again.  They’re simply not lead generating consistently.  They don’t have enough spokes in their wheel or systems in place to lead generate consistently.

     Therefore, they’ll go from a mad rush of activity to generate new leads and activity to put people in contract or close the house and what that creates is a huge never ending roller coaster ride of cash flow, which nobody wants.  Unfortunately, this causes unnecessary stress and realtors go from having a lot of money to no money repeatedly

     Due to this repeated cycle realtors begin accumulating debt, which isn’t unusual.  The quickest and easiest way to cure this problem is understand the lead generation has to happen consistently, not just when you’re not busy doing other things.

     The first thing you should do is have a schedule in the morning and having that time, focused on lead generating.  One of the core activities we have all our coaching clients do is prospect.  We teach you what to say and how to do it.  That’s the first thing you should do every day and the core thing every agent should have in their business is time to prospect.