Most businesses can thrive during favorable times, but what happens when everything seems to work against us? How do we prepare for a market shift, and how should our strategy change? What’s our best lead generation tool?

In this episode, Lance Loken, CEO of the #1 Keller Williams team in Texas and #3 worldwide, shares how to build a team that can survive the ups and downs of the market.

We are lead-generating for talent as much as we are lead-generating for business. -Lance Loken

3 Things You'll Learn From This Episode

1. Agents are the ones who drive the business forward (17:00-18:40) Always look for talent. It’s the people we bring into our organization that will take us to the next level. We can’t cover all of the aspects of the business, but we can make sure we carefully analyze each hire we make.
2. The best lead source is the one you invest most of your resources into (30:03-33:40) There is no one-size-fits-all when it comes to generating leads. TV and radio are great lead sources, but working our sphere and cold calling can also be effective.The lead generation tactic we focus on the most will bring the most business. We just have to find out what we’re best at.
3. Self-confidence is what helps you survive through hard times (25:24-26:38) All business owners have ups and downs, but what separates the winners from the quitters is the willingness to believe in themselves even when the outside world doesn't give them any reason to. Asking for help and being in touch with people who have more experience, such as coaches, can also help us survive business hardships.

During a market shift, we have to change from defensive to offensive. We need to make it a goal to have conversations with as many people as possible. When markets change, we want to be in charge of our lead generation instead of waiting for the phone to ring. This is what sets apart successful companies. Rather than expecting people to come to them, they’re always prospecting.

Guest Bio-

Lance Loken is the CEO of the Loken Group. His team was recently named the #1 team in the Houston Business Journal and was ranked #28 nationally by the Wall Street Journal. Lance’s skill was also recognized when it comes to building a team culture. In 2015, his team was named the #1 Place to Work in Houston by the Houston Business Journal.