Lead Generating must be systematic. You have to stay in front of your sphere on a regular basis. If you don't your mother, best friend or next door neighbor will forget what you do. You make think I am exagerating but would you want to bet your career on it? In the Millionaire Real Estate Agent, a book by Gary Keller which is used in Keller Williams trainings, coaching and consulting, dicusses a lead generating model at length that ensures the growth of your business. If you have an effective lead generating program in use then it doesn't matter what the market is doing because you will always have leads. One part of the lead generation model that Gary explains is designed to stay in front of your sphere so they won't forget you (your sphere are family, friends, past clients, people who know you and love you). He says to touch each of them 33 times a year. His suggestion on how to do so is as follows:
16 Mail-outs every 21 days
8 Thank You or Thinking of You cards
4 Telephone calls
2 Birthday cards (one for each spouse)
1 Mother's Day Card
1 Father's Day Card
1 Holiday Card
33 Touches
Obviously you can customize what you send out for you but don't replace the phone calls with something else. Calling your sphere of influence is a vital part in growing your business. This is when you want to ask for either their business or a referral. Don't be afraid to ask and don't be afraid to call.
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