Do you know where your next transaction is coming from?

A Realtor friend routinely/systematically sends emails to his prospect/client list periodically. He searches his local MLS for opportunities, writes up a summary of the value he sees and sends it out.

He recently searched the MLS for bank-owned/foreclosed properties, finding about a dozen. That e mail generated a few people who might be interested. No sales, yet.

Upon receiving his email, I replied asking how the leads that he rec’d from this system were doing. Here is his reply:

Up to 3 sales loosely tied to my monitoring of this market. Two contracts that didn’t close (1^st ½ of 1031 exchange fell thru out of state). Three offers that didn’t result in contracts.

Up to a dozen prospects walking around the pool, sizing it up from different angles, trying to decide if they want to jump in.

I replied that he should embrace this philosophy. SW, SW, SW, N. He did not know that this meant. Do you?

“Nope,” was his answer. So here it is. Some will, Some won’t, So what, NEXT. The emotional power is in the word NEXT. This means that you believe/know that there will be a next transaction. Do you know where

Most folks that are in the personal services sales business do not know that there will ever be a next. They have no proven lead generation system whether marketing nor prospecting. Watch for a future posting on marketing vs. prospecting.

Do you have a lead generation system?? What is it? Let me know. I will write it up.

Do you know that there is a transaction coming to you? How do you know that?

Tell us how you know.

To your continued success,

Reg Gupton