The do’s and don’ts of prospecting is about developing your personal best practices and uncovering techniques and tactics that are essential to achieving success outbound prospecting. Prospecting is not always easy; it can be challenging work. Like with any profession, you will need to learn new skills. It will take practice and patience. There is […]
Anti-ghosting Tactics that Turn Leads into Calls that Turn into Appointments
It can feel like you are trying to connect with a brick wall. You make multiple calls to a lead only to end up leaving voicemail after voicemail. You send email after email that are never viewed. You reach out on social media only to end up being ignored. You might even send a text […]
The Theory of the Random Distribution of Leads
Leads are not randomly distributed; the good ones are always given to someone else. So the saying goes. Inbound lead generation systems often distribute leads equally to lead development teams. These teams often consist of Lead Development Representatives (LDRs), Business Development Representatives (BDRs), and Sales Development Representatives (SDRs). These team members work upper funnel leads […]
Letting Go of Unproductive Prospects
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 […]