"Time under Tension" - the metaphor I use to encourage agents to track their Lead Generation

April 03, 2023•1 min read

"Time under Tension" - the metaphor I use to encourage agents to track their Lead Generation

Lead generation can be compared to "time under tension," a concept I learned while skiing this winter. After skiing for 8 hours, I realized (to my dismay) that I had ACTUALLY ONLY spent 2 hours and 10 minutes skiing downhill, despite feeling like I had skied much longer.

This made me think about how we perceive time spent on lead generation in sales. How often do we say we've been working on a project or calling clients "all day", but in reality, our actual dial time is much shorter. By focusing on the specific task at hand, we can achieve our lead generation goals in a much shorter time than we initially thought.

So, next time you're making phone calls, pay attention to your actual dial time (or focused effort measurement) and see how much you can accomplish by staying focused.

Seth Dailey

Seth is the Co-Founder of both The Dailey Group and Keller Williams Gateway in Baltimore, Maryland. He serves as the Operating Principal for the brokerage and as the team leader for The Dailey Group, which consistently helps over 150 families a year. Seth, a Montana native, is passionate about empowering leaders and teaching people to make smart financial moves. Prior to real estate, Seth held his CPA designation and worked as a mortgage lender before joining forces with his wife of 20 years, Alyce. Seth can usually be found at the nearest coffee shop with a personal growth book in hand while scribbling down his next great idea on the back of a napkin.

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