Austin, TX – Austin-area REALTORS expressed shock and dismay when it was discovered that many of their coworkers were infected with the noxiously virulent and business-threatening strain of the LG1Z1 virus, commonly called the “lead generation zombie syndrome.” One local real estate board executive who spoke with us on the condition of anonymity reported, “This is a problem of pandemic proportions, not just in Austin, but throughout the industry – infected agents simply won’t ask for business.”
News of the zombie virus outbreak broke after the local Multiple Listings Service (MLS) hosted a series of meetings for agents and brokers to exchange old for new datakeys or “dkeys”, the electronic keypads that provide access to listed houses. One MLS employee—recently relocated from Colorado and in need of a real estate professional—facilitated exchange and met thousands of real estate agents without being asked if she needed an agent or even for a referral.
“This was the last day to exchange your equipment,” said KW agent Colin Platt. “I know for sure she had seen thousands of REALTORs over the previous few days.” Platt engaged her in conversation, established rapport and discovered she was new to town and thinking of buying. Platt asked for her contact information and got her commitment to meet about buying a home. “I really believe now that if you don’t ask, you don’t get,” he summed up.
Local board members called in specialists from the Centers for Disease Control and Prevention in Atlanta who issued an urgent call for KWU training and MAPS coaching. Said one CDC official, “The great tragedy of the LG1Z1 virus is that, although it is the leading killer of real estate businesses, it’s completely preventable with regular training.”
How do I know if I have LG1Z1?
You may have the lead generation zombie syndrome if you have some or all of these symptoms:
1) Infrequent or irregular closings
2) Sphere of influence deficiency notable by a lack of referrals
3) Commission atrophy and client loss
4) Long periods of boredom, restlessness or inactivity
5) Irritable spouse syndrome
6) Increased Ramen intake
With other epidemics, quarantine is often an effective strategy, however with the LG1Z1 virus, experts are advising exactly the opposite. Congregating with like-minded agents in training and coaching forums seems to be the best medicine. In test subjects, regular exposure to scripts training and coaching effectively bolstered immunity to the virus. Alexis MacIntyre, director of KWU training and faculty development, explains, “The answer to an unasked question is always no. When agents arm themselves with proven scripts and dialogues, they have more confidence to ask for business and the ability to overcome common objections. We encourage everyone to get inoculated today so we can eradicate this virus!”