As real estate agents, we’ve all faced the same challenge: how do you consistently generate quality leads without wasting time or money? Whether you’re growing your pipeline from scratch, collaborating with a partner, or buying pre-nurtured leads, your strategy must align with your goals—and more importantly, your mindset.
Let me frame it this way: feeding your real estate business is like feeding yourself. You can grow your own food, buy ingredients to cook at home, or enjoy a meal at a restaurant where everything is done for you.
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Each approach—DIY (Do It Yourself), DWY (Done With You), and DFY (Done For You)—has its benefits, challenges, and trade-offs. Let’s explore how they work and tackle the common misconceptions agents face when transitioning between them.
Three Ways to Feed Your Business
| Effort | Cost | Source | Best For | |
|---|---|---|---|---|
|
DIY |
High | Low | In-House | Long-term growth, high ROI |
| DWY | Med. | Med. |
Agency |
Shared responsibilities, balanced ROI |
| DFY | Low | High | National Portals (Zillow) | Convenience and speed, low ROI |
Grow Your Own Food (DIY - Do It Yourself): The Long Game
Growing your own food means you’re in charge of the entire process. You plant the seeds, tend the garden, and wait for the harvest. It’s cost-effective and rewarding but requires time, effort, and patience.
In real estate, this is like building long-term lead generation strategies such as SEO, referrals, or Google Business Profile optimization. You’re creating a self-sustaining system, but the results won’t be immediate.
- Mindset Needed: A farmer’s mindset—willing to invest time and effort now for rewards later.
- Best For: Agents focused on long-term, cost-effective growth.
Buy Ingredients and Cook at Home (DWY - Done With You): The Collaborative Approach
When you buy ingredients that someone else grew or raised, you’re saving time on the heavy lifting, but you still need to cook the meal yourself. This approach requires effort, collaboration, and skill to prepare something worthwhile.
In real estate, this is like working with a lead generation partner. They help you generate leads (provide the ingredients), but you’re responsible for nurturing and converting them into deals. Success depends on consistent follow-up and effort.
- Mindset Needed: A chef’s mindset—trusting the quality of your ingredients while putting in the work to prepare the final dish.
- Best For: Agents who want a balance of effort and convenience.
Dine Out at a Restaurant (DFY - Done For You): The Convenience Option
Dining out is the easiest option. Someone else grows, prepares, and serves the food. You just show up and eat. It’s fast and convenient but comes at a premium.
In real estate, this is like buying nurtured leads from platforms like Zillow. The leads are closer to transaction-ready because someone else has spent months warming them up. However, this convenience reduces profitability and control.
- Mindset Needed: A diner’s mindset—focused on maximizing the value of every opportunity handed to you.
- Best For: Agents who prioritize speed and convenience over cost savings.
Common Misconceptions and How to Overcome Them
-
“Google PPC will give me Zillow-quality leads.”
- Reality: Google PPC leads are fresh and raw. They require nurturing and follow-up.
- Solution: Set up workflows, scripts, and automated systems to engage these leads consistently and convert them over time.
-
“These leads are bad.”
- Reality: Leads aren’t bad—they’re just at a different stage in the funnel.
- Solution: Train your team to recognize the value of early-stage leads and guide them effectively through the sales process.
The Real Challenge: Switching Models
Imagine your team has been dining at five-star restaurants, enjoying perfectly cooked meals (Zillow leads). They’ve gotten used to the convenience and ease of these nurtured, ready-to-convert opportunities. Now, they’re being asked to buy fresh ingredients (Google PPC leads) and cook at home—or worse, grow their own food (DIY).
This is where frustration arises. Agents may label the leads as “bad” because they don’t arrive fully prepared, but the problem isn’t the leads—it’s the adjustment required to work with them.
How to Help Your Team Transition
If your team is struggling to adapt, here’s how you can guide them:
-
Set Expectations:
Help your team understand that Google PPC leads are not “fully cooked” but have incredible potential when nurtured. -
Provide Training:
Equip them with the tools and skills needed to follow up effectively, nurture leads, and close deals. Use role-playing exercises to build confidence. -
Celebrate Wins:
Recognize successes with these new lead types. Show your team the value of “cooking their own meals.” -
Offer Support:
Regularly review lead performance and address frustrations to ensure morale stays high during the transition.
Blending Your Recipe for Success
Most successful agents don’t rely on just one approach. They mix and match based on their goals:
- DIY: For long-term sustainability through SEO and referrals.
- DWY: For balanced effort and collaboration with lead generation partners.
- DFY: For quick results when they need to fill immediate gaps in their pipeline.
Final Takeaway
Feeding your business isn’t about the leads themselves—it’s about how you approach them. Whether you’re farming, cooking, or dining out, success depends on your ability to adapt, align your strategy with your resources, and train your team to maximize every opportunity.
Leads are like food—they’re only as good as the effort you put into preparing them. So, roll up your sleeves, sharpen your skills, and turn those raw ingredients into a feast for your business. The table is set; it’s time to dig in.
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