Last week at our team retreat we spent some time talking about prospecting, specifically with regards to our business revenue streams.
In our business, you must take action. New business and opportunities do not just fall from the sky. You must be proactive, intentional, focused. Yes, there are opportunities for leads from brokerages or Zillow, but they come with a cost.
We worked on an exercise to identify our business revenue streams ... where our business comes from. We broke it down into categories (Tom Ferry says you should have 10+, we wanted to keep it simple) of Client Relationship Marketing (this is our sphere, past clients, people we know), Business Relationship Marketing (these are businesses we work with that may refer us), and New Relationship Marketing (people we don't know, strangers). Then we picked tasks that we felt comfortable that we could do and would do consistently to market to each group, sticking to 5 tasks per group. Things like handwritten notes, circle prospecting for our listings, open houses, our Client Care Program, and more.
This is the perfect time of year to be planning for success in our businesses, to be planting seeds for next year and beyond. What areas of your business will you focus on, and how will you do it? Spend some time this week answering those questions.