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Travis Thom

Getting things done

Getting things done

I remember the day I thought about quitting Real Estate very clearly.

It was one of those seasons where every deal was falling apart. It was about 10 years ago. I had lined up almost $7 million worth of pending transactions that were set to close every 45 days for the next five to six months.

I was riding high and feeling good but, of course, you can’t count the commissions until they’re in the bank. 💰

That first phone call came in from one of the buyers, “ we’ve changed our mind, it’s just not the right time for us to buy.”

Then some doubt kicked in… “is there anything I could’ve done, should I have pushed harder?”

A flood of thoughts always rushes in when a deal starts to crater.

But I had a few other deals lined up so I felt safe. I let my guard down. During this time I had relaxed and not really worried about being consistent with my lead generation. I had worked hard to get these deals lined up and frankly I didn’t have time to really focus on generating any leads and filling my pipeline. Or so I told myself…

So I allowed myself to only focus on geting these deals closed!

But…. one after the other, over the next few months, every single deal collapsed because of financing, sellers changing their mind, inspections coming back that didn’t meet the expectations of buyers… You know the drill.

After the last deal fell apart, I did the usual thing that most people do in the situation and freaked the hell out. I couldn’t shake calculating how much income in commissions I lost, which only added more salt to my wounds. 😭

It was that day, more than any other I can remember, that I seriously considered polishing up my resume and looking for a full-time job that could actually pay me a dependable income every month. Something stable, something that I can actually count on.

But then the more I started to fantasize about what this possible new career change or job might look like, I started to look around at all the things that I would lose. The ability to take off anytime I wanted, the ability to meet new people and create new relationships, the ability to challenge myself daily. The more I thought about it, I felt like there was a trade-off that I had to give in order to be able to participate in the lifestyle I wanted to build.

So with a bruised ego and a new sense of determination, I decided it was time to really step up my game and learn how to generate leads that would consistently fill my pipeline so that no matter what transactions fell apart I could always depend a list of buyers and sellers that I could tap into at any moment. I wanted to generate leads on demand, like turning on a faucet.

The best thing I ever did was to seek out someone that had already been successful, someone that had already been there, that had already navigated the pitfalls, and knew the right streams to fish in.

Before this I was just scrambling, really hustling, but I was just running around trying to grab onto everything and trying everything to see what would stick and I always was left feeling tired. I never really had an actual process or system that could generate leads, nurture them, and convert them.

Looking back now the biggest thing I did for myself was to invest in my education and take full control of my destiny.

Step by step, I learned how to consistently have leads show up in my inbox every single day. Over time, I started generating over 500-1,500 leads a month and that allowed me to grow my team from just a few people to over 30 agents. I started pushing leads out to my buyers agents to keep them busy and they in turn, closed more homes. This gave me more time to focus on sellers and at the highest point of my career I had 271 listings and that same year I became Realtor Magazines Top 30 Under 30 finalist.

I would not have been able to reach that level of success if it wasn’t for having the knowledge and skill set to build profitable lead generation campaigns. Today with everything that Facebook provides you, it’s so easy to get started and create Facebook campaigns that get solid results for your Real Estate business.

If the story of my struggle hits home and sounds a lot like yours, just know that you’re not alone and my biggest advice to you, is to find someone that has been successful and is doing what you want to do and learn it from them.

I struggled, but you don’t have to.

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