Is it possible to spend too much time following up with prospects? Sure, if they aren't properly qualified. Before you spend hours on conversation and follow-up, answer these questions:
1. Do they have a real need for an agent or broker?
Your prospective client should have a solid understanding of their needs and a clear set of objectives. These prospects are easily identified and quickly converted to clients.
2. Do they have the means to do business with you?
If your prospect can't afford your service or doesn't want to pay your fees, don't waste your time. Let them know you would love to talk with them more when they are serious about moving to the next level.
Your client development time should be spent on qualified prospects. Be pro active in either qualifying every new contact to avoid spending too much time on someone who won't give you business anyway.
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Nikita Devereaux is founder and CEO of Simply Virtual, a privately held firm providing virtual administrative, marketing and real estate assistance to companies across the U.S. She consults regularly with business professionals in variety of fields to help create reliable and innovative virtual support solutions for her clients. For more information visit http://www.simply-virtual.com/.
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