I have been working with a coaching group for the last year or so and after a year, I’m still being told to keep my database below 250. This came as a huge shock to me seeing as before I had even dabbled in coaching, my database sky rocketed over 800 clients. When I first began coaching, my coach told me to focus on 50. 50? Really, 50? How could I possibly cut 800+ down to 50 clients?
For the record, it took me three weeks to actually tie myself down long enough to create this list. However, when I did, I was baffled. I sat down with my pen and paper and looked at my list of 50 blank spaces. I filled out 3. Yes, 3. I couldn’t think of anyone else to write down. I had to physically open up my list of 800 clients and go through them one by one.
To my embarrassment, I did not know a lot of these clients. Years and years of advertisements, failed lead purchases, and so on and I only remembered those clients I gained a meaningful connection with. So what does that tell me? I need to stop paying for leads (we all know that doesn’t work anyway) and start making meaningful connections with everyone that walks into my office.
Can you name 50 of your top clients? And if you can, can you tell me five facts about each of them? Start with 50 and I’ll tell you how to make it to your next 100.
Eric Harlington
Sr. Loan Officer
(253)848-2040
www.iLoanHome.com
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