Power prospecting keynote
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This document provides tips for business development and prospecting. It recommends systematically prospecting by selecting a geography, specializing in a niche, building a database, sending letters, making calls, securing meetings for needs analysis, and making proposals. It stresses the importance of having a higher purpose beyond just sales goals and money, such as solving problems and delivering opportunities. Committing to prospecting and systematizing the process while keeping a higher purpose in mind can help double one's income and lead to outperforming the competition.
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Power prospecting keynote
- 1. Power Prospecting How to Level Up Your Business Development 2013 NATIONAL CONFERENCE
- 2. Belief • I believe that each of you has the ability to double your income this year
- 4. Creating Presence • Build Relationships • Create Value
- 5. Prospecting • Pursuing the business you want
- 6. Systematize • Why? • the smallest butt on the team is not a lineman
- 9. 1.Select Geography 2.Specialize 3.Build Database 4.Send Letters 5.Make Calls 6.Secure Meetings/Needs Analysis 7.Make Proposals 8.Win Listings
- 10. Sending Letters • Write the letter • Print • Sign • Address and mail • Record in CRM • Set follow-up task
- 11. What are You Worth?
- 12. • Income Goal • 2000 hours (50 weeks x 40 hrs/wk) • $/hour
- 13. $200,000 • $200,000 / 2,000 hours = $100/hr
- 14. $500,000 • $500,000 / 2,000 hours = $250/hr
- 15. Higher Purpose
- 16. Solve Problems
- 18. Proof
- 19. Purpose driven companies outperform the market 15:1
- 20. Organizations that focus on improving lives have a growth rate triple that of their competition
- 21. Salespeople who sell with a higher purpose outsell salespeople who focus on sales goals and money
- 23. Systematize
- 24. Focus On Your Higher Purpose
Hinweis der Redaktion
- We are going to go over the difference between creating presence and prospecting. We are going to talk about systematizing your prospecting. We are going to talk about understanding your value and delegation. We are going to talk about purpose. [tell story about what happens to the average broker]
- Discuss the similarities and differences of prospecting vs. building presence. Communicate this is a both/and synergistic exercise - not an either/or.
- Top producing brokers systematically prospect. What do I mean when I say systematize. I mean creating a chronological system of specific tasks that achieve a desired outcome.
- Who is this? What position does he play? Why? Because he is tall. He has a huge arm. He performs at his best on the biggest stages. He is a super bowl champ.
- How do you create a system? Break every process down to its smallest tasks. Then delegate.
- show the system - let’s break down the letter writing stage into its parts
- Why delegate? Because of strengths and weaknesses. Because delegating lower dollar tasks will allow you to spend more time on higher dollar activities. Any task that anyone else on your team can do should be delegated. Said another way - only do the activities that only you can do. So how much are you worth?
- talk about what they are worth and why you must do this to delegate I don’t really want you to spend your time doing buildout. I want you to know what it can do, and have someone that can do it for you.
- Before I move on to our higher purpose, let me say that you have probably heard all of this before. You probably know that if you prospected more, you would do more deals. What I want to do now is challenge you to change your thinking. To affect lasting change, you must change your thinking. I don’t want you to think about how you can make more money.
- Explain what I am talking about - talk about Jan Skaggs - the Pattersons Lisa Earl McLeod - Selling with a Noble Purpose
- Jim Collins - Good to Great
- Millward Brown Optimor - 10 year growth study of over 50,000 brands
- McLeod and More, Inc. - 6-year study of top-performing salespeople Summarize - implore to find their higher purpose