2013 NATIONAL CONFERENCE
Power Prospecting
How to Level Up Your Business Development
Belief
• I believe that each of you has the ability to double your income this year
Presence Vs. Prospecting
Creating Presence
• Build Relationships• Create Value
Prospecting
• Pursuing the business you want
Systematize
• Why?• the smallest butt on the team is
not a lineman
1.Select Geography2.Specialize3.Build Database4.Send Letters5.Make Calls6.Secure Meetings/Needs Analysis7.Make Proposals8.Win Listings
• Write the letter• Print• Sign• Address and mail• Record in CRM• Set follow-up task
Sending Letters
What are You Worth?
• Income Goal• 2000 hours (50 weeks x 40 hrs/wk)• $/hour
• $200,000 / 2,000 hours = $100/hr
$200,000
• $500,000 / 2,000 hours = $250/hr
$500,000
Higher Purpose
Solve Problems
Deliver Opportunities
Proof
Purpose driven companies
outperform the market 15:1
Organizations that focus on improving lives have a growth rate triple that of their competition
Salespeople who sell with a higher
purpose outsell salespeople who
focus on sales goals and money
Commit to Prospecting
Systematize
Focus On Your Higher Purpose