One of the most important lessons I learned while selling residential real estate was to let go of unproductive prospects. They were buyers who weren’t ready to purchase a home. They were the buyers to whom I became Sunday afternoon’s entertainment. They were buyers that didn’t have anything better to do so they called a […]
Capacity Planning for Lead Generation and Sales Forecasting – Taffy Pull or Christmas Cracker?
Are you looking to determine how much revenue you’ll generate from your marketing and prospecting efforts? Or are you looking to determine how many leads and prospects you’ll need to achieve your revenue goals? These two numbers are opposite sides of the same coin – they are either the input or the output of the […]