Oftentimes I hear people from our industry complaining about the lack of “quality leads.”
However, I can’t help but question why this is such a huge problem. We are living, working citizens in our communities. How can we not have leads?
The solution is simple.
Donate your time now. Reap the benefits later.
When agents run out of quality leads, they look for an instant answer. The issue is, however, leads are not generated over night. First, you have to build a relationship with the person. You will get the business in the future.
Here is my 5 step solution to the problem:
Find a community calendar for your hometown and surrounding areas, and identify all of the business showcases, awareness walks, senior bingo, auto shows, etc.
Mark your calendar. Never convince yourself you are too busy to donate your time.
Attend these events. Build relationships. Talk about what you do.
Follow up! If you talk to someone interested in what you have to offer, ask for their contact information and follow up in a week to see if they are interested in receiving more information on the topic.
Reap the benefits.
Leave your mark on your community as a person who is not too busy to donate your time or money to causes near and dear to your fellow citizens’ hearts. Win them over by your generous contributions and selfless acts. You may not see the results today, tomorrow or next week, but you WILL see results.
It is our human instinct to be cautious of trusting someone with everything we have worked for, so take your time. Build relationships and a positive reputation now; reap the rewards later. The best thing about this process is it doesn’t have to cost anything monetarily—just your time! Use these free opportunities to build your client list. The more clients you have, the more referrals you have, and the more referrals you have, the smaller your prospecting problem becomes. Prospecting doesn’t have to be hard, but it won’t happen overnight. You must put in some effort.
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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