Struggling to find new prospects? There are two areas of exploration that can lead to BIG returns!
If you are having difficulty in identifying new leads, try looking in these two areas for business development:
- Past clients. Have you researched customers who you've talked to once or twice in the last 8-10 months? You would be amazed at how many buyers and sellers you have come in contact one time, not to return. Develop a phone list and start contacting these past leads. After initial pleasantries, tell them how great the interest rates are and how strong the market is now. Ask them if they are ready and you can send them proof that now is the time to buy and or sell! Your path will be clear based on the answers to this question.
- Current clients. Have you researched your current customers' and their sphere? Many times we can make the mistake of assuming that because a client uses us they will refer business to us. I have found that frequently our "best customers" give us only 40-50% of their referrals. This is another area of prospecting where if we take the time to evaluate our clients we can have a meaningful sales call designed to learn ways that we can earn a larger percentage of their referrals.
Comments(2)