Questions to Ask When You Want to Generate More Business

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Lee Davenport

By Lee Davenport

What are you learning that’s new? If you are stuck in the loop of your daily grind, then consider the beginning of the year as a perfect time to shake up the doldrums with something that will grow your business.

But how do you know what you don’t know? Reflect on these questions to help:

Lead Generation

  • How much time do you spend weekly on finding new business? The ideal minimum is 10 hours or more.
  • How many leads do you currently generate each week and how many do you want to generate?
  • How many activities do you do each week to generate leads? The ideal minimum of a top producers is five.

If you answer to any of these questions was ???, that means you need to improve your lead generation strategy. Look for marketing and lead generation conferences, classes, videos (like these: or books that can help you improve in this area.


  • How many follow-up contacts (e.g. calls, texts, visits/meetings, emails, social media messages, mailings, even smoke signals ?) do you make weekly? The ideal minimum is 10.
  • How many of those follow-up contacts answer or reply? It should be at least 50 percent. If not, then your method of contact may need to change to fit their preferences (e.g. email vs. phone calls) and you may need to develop a more compelling lead magnet or item of value.
  • How many of these leads have closed? The minimum should be 10 percent of your total leads or you may need to improve your target marketing and message.
  • How many of the non-closed leads are you still actively following up with? It should be 100 percent. If not then, either you need to improve the quality of your leads (see the lead generation section above) or adopt a system to follow up (e.g. customer relationship management system).
  • How much time do you spend on follow-up weekly? Ideal minimum is around 3 hours (at least 15 minutes per person).
  • How often do you check/use your CRM? The ideal minimum is every day that you are working (take a break on days off and holidays). If it’s less because of any reason other than your assistant or team member checking it, then you may need a more user-friendly CRM option. Consider hiring someone to do data entry of all your contacts, if that’s the barrier holding you back.

Check out my video to help ensure that 2019 is your best year in business yet. 

I would love to hear from you. Give me a shout on Facebook, Instagram, YouTube, and Google+, or by visiting LearnWithLee.Realtor. Want more of the best practices from our nation’s top producers? Grab your copy of the short read, Profit with Your Personality. And, be sure to tell the real estate agents you know to get a copy of the 5-star rated workbook, Plan to Win!, to transform their real estate sales game plan. Here’s to your success.

Dr. Lee Davenport is an Atlanta-based real estate coach who trains agents, teams, brokerages, and other business organizations on how to use today’s technology to work smarter. Join Lee’s free RE Tech Insider’s Club by visiting www.LearnWithLee.REALTOR.

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  1. Pingback: Questions to Ask When You Want to Generate More Business – South Carolina REALTORS

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