#643: Strategies for Powerful Lead Generation with Lance Cutsen of Realty.com

John Kitchens Coach Podcast | Life. Coaching. Real Estate

Episode Overview:

In this episode of The John Kitchens Podcast Experience, we dive deep into the art of building a successful real estate business through lead generation. John Kitchens is joined by Albie Stasek, Jay Kinder and special guest, Lance from Realty.com. He brings valuable insights into the world of lead generation, exclusive city ownership, and creating opportunities for real estate agents. If you’re an agent looking to enhance your lead flow, nurture client relationships, and maximize your long-term growth, this episode is packed with actionable advice and strategies for you.

Key Topics Covered: Introduction:

• John Kitchens kicks off the episode with a focus on gaining clarity, building confidence, and creating a robust framework to become the CEO of your real estate business.
• Introduction of Lance from Realty.com, an expert in lead generation and scaling real estate businesses.

The Importance of Lead Generation:

• Lance shares how Realty.com has built a unique model of exclusivity for agents, allowing them to own a city and dominate their local markets.
• Discuss how to effectively generate and convert over 50,000 monthly leads through Realty.com’s platform.
• The difference between platforms like Zillow and Realty.com, focusing on direct portal-driven traffic versus third-party leads.

Exclusive City Ownership and Real Estate Portals:

• Explanation of Realty.com’s exclusivity model and how agents can benefit from owning their local market.
• Insights into how exclusive city ownership ensures higher-quality leads and a more sustainable long-term strategy.
• The challenges and advantages of maintaining exclusivity while growing a national lead portal.

Lead Conversion and Best Practices:

• The critical importance of speed to lead and how agents can leverage Realty.com’s in-house ISAs (Inside Sales Agents) to improve follow-up.
• Best practices for converting leads into clients, including the role of effective CRM integration and nurturing long-term prospects.
• Insights into the power of consistent follow-up and nurturing to convert leads that may take up to two years to close.

New Opportunities for Real Estate Agents:

• Overview of new products like Realty.com Pro and Seller Pro, offering agents additional ways to generate leads and nurture seller relationships.
• How Realty.com’s seller-focused approach is helping agents secure more listings through innovative tools like instant cash offers and market reports.
• The importance of diversification in lead sources and building a sustainable pipeline for consistent business growth.

Adapting to Market Changes and Shifting Focus to Sellers:

• Lance explains the shift from buyer-focused to seller-focused lead generation in response to market trends.
• How agents can adapt their marketing strategies to attract more motivated sellers using tools like instant offers.
• A deeper dive into the changing real estate landscape, the impact of the NAR lawsuit, and how agents can capitalize on emerging opportunities.

The Importance of Consistency and Follow-Up in Real Estate:

• Discussion on why the fortune is truly in the follow-up and how to develop a disciplined approach to staying in touch with leads.
• Lance shares how Realty.com supports agents with coaching and tools to ensure no opportunity is left on the table.
• The significance of using advanced CRM systems and nurturing tools to stay top of mind with potential clients.

Building for the Long Term:

• John Kitchens emphasizes the need for agents to think beyond short-term wins and focus on building a sustainable real estate business.
• The role of strategic partnerships, like those with Realty.com, in helping agents scale their businesses.
• Reflections on how to design a real estate career that supports freedom and long-term wealth-building.

Takeaways and Final Thoughts:

• The episode wraps up with key takeaways about leveraging technology, maintaining a growth mindset, and creating multiple streams of opportunity in real estate.
• John and Lance encourage agents to continually invest in their skills, embrace the joy of missing out (JOMO), and focus on the long game.

Resources:

• Visit Realty.com to learn more about city ownership, lead generation, and the new Realty.com Pro and Seller Pro products.
• Explore JohnKitchens.coach for more insights and to learn how to work directly with John.
• Check out books mentioned in the episode like “The Psychology of Money” for deeper financial insights.

“Lead generation is the lifeblood of any successful real estate business. But it's not just about getting leads—it's about having a process in place to convert them.” - John Kitchens

Connect with Us:

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• LinkedIn: @johnkitchenscoach
• Facebook: @johnkitchenscoach

If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds in real estate. See you next time! 🔥