Take Flight: Gain Speed and Altitude (Part 1)

October 27, 2020
Listen to this week's podcast with these reference notes:
  • Quick Review -Take Flight rewind - course to date. Pre-Flight -> Take Off - Gain Speed and Altitude (Business Building Strategies)
  • Dean Jackson “Before, During and After Sales Funnel” explained
  • Take Flight  - “3 Rocks of Marketing" -> Deliver and Leverage -> Database and Relationship Management
  • 3 Rocks of Marketing Metaphor Explained - Stephen Covey brought seminar participant and explained the “Rocks” example where most people focus on the small, unimportant things first (pebbles, gravel and sand) Goal: Focus on the big rocks (high impact revenue generators)
  • You should select no more than 3 lead generation strategies. Select the strategies that you are good at and enjoy
  • How do you select? Use the Barbara Corcoran method
  • Barbara Corcoran method explained
  • Referral Tree concept explained
  • Top Lead Generation Strategies:
    1. Social Media/Brand Building
    2. Direct business off of listings (online leads, sign calls, PR)
    3. Open Houses
    4. Personal Sphere
    5. Referrals (Local and Out of Market)
    6. Geographic Farming (Direct Mail, Expired and Cancelled Listings)
    7. Online Lead Conversion (website marketing/lead purchase)
    8. Direct Mail/Vanity Marketing/Publishing
    9. Industry Networking/Volunteer work/ Charity boards
    10. Personal Networking (gyms, clubs, place of worship, being out in public, school, walking your dog)
Your homework:
1. Go back over all of your transactions over the last 2 years and run them through the Barbara Corcoran filter. Remember, this does not include referrals.
2. Find the seed of each of your referral trees.  This process will reveal a lot to you.
3. Pick 3  - > Become an Expert -> Execute