Find the Lead Gen Style That Actually Fits You

By Tammy Northcutt

Tammy Northcutt is the Operating Principal of Keller Williams Realty Preferred in Orland Park and CEO of The Wexler Group Team.

Have you ever watched another agent crush it with a strategy that makes you cringe? Maybe she knocks on 50 doors a day and loves it, while one cold doorstep makes you want to close your laptop. Here’s what we’ve learned after coaching hundreds of agents: that reaction isn’t a weakness. It’s information.

At Keller Williams Preferred Realty, we teach agents to generate leads for their personality type, not against it.

Plenty of agents tell us straight out, “I don’t want to make phone calls,” or “I don’t want to knock on doors.” And we’re fine with that. There are so many ways to generate business that we can build a workflow around what you’d actually enjoy doing.

So, it really depends on what suits you, and that’s exactly what we help you figure out.

Start by knowing how you’re wired. Before you can pick the right levers, you need a clear read on your strengths. We use two assessments: an extensive personality assessment built right into KW, and the DISC assessment most agents have heard of. DISC shows us what you’ll enjoy most and where you’ll get the strongest return on your time.

With over 300 agents in our office, we see the full range. One agent considers door-knocking her happy place and brings others along to teach them. That’s her high-I personality at work. Knowing your type means you spend your energy where you’ll both perform and enjoy the work, instead of grinding through a script that ignores your behavior style.

Consistency beats intensity every time. We see what we call roller coaster agents. They get busy, get too busy to lead generate, then scramble for income when the pipeline dries up, so they lead generate again, get busy again, and the cycle repeats. The goal is to stay consistent even when you’re slammed. When an agent tells us a home inspection got in the way of their lead gen time, we coach them to protect that time anyway, because lead generation is what keeps money flowing. And don’t get hung up on being polished early on. Whether it’s social media, door knocking, or picking up the phone, you get better over time. It’s time on task. Do it consistently, and it starts to work.

Build a system that runs without the guesswork. Once we know your behavior style, we tailor your marketing to it and identify three levers that work specifically for you. Some agents prefer inbound, so we set up a 36 or 72-touch at the start of the year, and leads come to them consistently. Others love the outbound energy of events and getting face-to-face with people. We also teach mastery, and while the research says it can take 10,000 hours, the part that matters right now is shorter.

Do something consistently for about 66 days, and you build the habit.

We share all of this whether you partner with us or not, because there’s an abundance of business out there for everyone. If you’re trying to figure out your style, take a couple of personality assessments and have someone debrief you on the results. The right person shows you how those traits become assets.

We have the assessments and the people to walk you through them right here. Call or text us at 708-906-6377, email us at tammy@our1thing.com, or visit growth.our1thing.com to get started. Whatever your style turns out to be, we’d love to help you build a business that finally feels like it fits.