Yes, I Am Guilty of Wasting Leads

I want to admit how I wasted leads this week in a bad way. See below.

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Steve Guilty of Wasting Leads

I bug clients, blog readers, and everyone in industry to Stop Wasting Leads. I want to admit how I personally wasted a few leads this week in a bad way.

In recent weeks, I was on travel for family and business and got behind on things. You know the feeling. When I got back two weeks ago, for some reason, business started to boom in terms of incoming leads and closed sales for new clients. That is a good thing.

I was having trouble keeping up with flow. This week, there were at least three leads, which likely could be worth $5,000-$10,000 revenue each to my company, which I did not respond to immediately same-day and let them slide 3-4 days. I still may get the business, but they likely wonder why it took me 3-4 days to close the email, phone, and schedule a call loop. 

Do you ever get referral emails or phone calls and it takes you a few days to get back to them instead of same day?

Client Case Studies - Quick Tips

Here’s a quick tip based on recent client calls or meetings. Do either of these situations apply to you?

Activity or Results: Do you measure activity or results for parts of your business? We have two newer clients and we are doing Agent Recruiting which involves cold calling hundreds of local agents to see if they have interest in joining a top team as a Buyer's Agent. Over first three months, for one client we had done okay calling and got two agents hired, which was great. For another client, we had done very good calling, had solid pipeline, but had not gotten someone hired yet. That client fired us because RESULTS were ZERO so far even though ACTIVITY was solid and pipeline was building. 

If we had hired one agent, we probably would not be fired. There is no magical conclusion here from me. Just sort of interesting situations where RESULT could be a binary 0 or 1 and sometimes that is random luck rather than something else. Does this make you think of any aspect of your business and ACTIVITY vs RESULTS?

Welcome Back Bob from Colorado Springs

I am very excited that our very first client from Spring 2006 just signed up again as a client of Best Agent Business. That is the power of Keep in Touch. That is the power of our Client Revive system within Client Services. That is the power and value of an ongoing monthly email and mailing to Client/SOI/Vendors.

Steve's Musings

Do your kids play with brain games like Rush Hour or Zingo or ROBOT Turtles? I met Bill Ritchie, the founder of ThinkFun last night at an entrepreneur event and heard his business story. It is always helpful to hear the entrepreneur story of people outside of real estate.

P.S.  Is anyone involved in education or has friends/family in the field? One of our small business clients is organized and runs National Education Week, and they are having an exciting conference in November in DC.

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Comment balloon 4 commentsSteve Kantor • October 26 2014 03:07PM


Great topic, Steve. Results are what I measure when I'm on top of things (and not consumed with putting out fires!). 

Posted by Kathleen Luiten, Kauai Luxury Ocean Home Sales (Resort and Second-Home Specialist) over 4 years ago

If I let them slide a bit they probably were deemed not that good!

Posted by Rob D. Shepherd, Principal Broker GRI, SRES (Windermere/lane county) over 4 years ago

The only ones I let slide are the ones I don't think are going to work out. Normally I respond to leads within a couple of hours.

Posted by Barbara-Jo Roberts Berberi, MA, PSA, TRC - Greater Clearwater Florida Residential Real Estate Professional, Palm Harbor, Dunedin, Clearwater, Safety Harbor (Charles Rutenberg Realty) over 4 years ago

Good luck on picking leads you don't think will be worthwhile. And thanks, everyone, for your comments!

Posted by Steve Kantor, Best Agent Business - Virtual Assistance (BEST AGENT BUSINESS) over 4 years ago