Malcolm Gladwell, in his book, The Tipping Point, describes very special people called CONNECTORS. He says these are the people who “link us up with the world…people with a special gift for bringing the world together”.
Great sales people are CONNECTORS, they don’t look at a new person they meet as simply an immediate sale. These are the folks who really get to know people and then figure out how to help them. No one gets dismissed, everyone is added to “the circle” even when there isn’t an obvious or immediate benefit to the relationship, because they never know who the next person they will meet will be and how those 2 might benefit from knowing each other or about a specific thing.
The shift here with your lead generation is to ask yourself, “what is the relationship possibility here?” Are they an immediate sale or near future sale? Or perhaps they are a referral source (both incoming and outgoing)? How can we build a relationship and help one another? This is how a true CONNECTOR thinks, and by their very nature are far more successful than those who only look at the immediate sale potential and dismiss the rest.
Who do you already know, with whom you can send or receive referrals? Who do you know who would really appreciate the opportunity to work with you? Start with who you know and work out from there. I bet you will be amazed with where your journey takes you, the great people you will meet on the way, and the success you will experience as a result.
Kimberly Mackey, REALTOR®, is the founder of New Homes Solutions, and has been called a rising star in the Homebuilder World for her reputation as someone with real world SOLUTIONS in a competitive and rapidly changing sales environment–SOLUTIONS like “50 Sales per Year before Any Walk-in Traffic”. She is a published author of many Sales and Leadership articles and a keynote speaker with over a decade and a half of experience as an executive in the residential home building and real estate industry. She has experience working with Builders and Developers of all sizes –from the local/regional companies to the publicly traded nationals. She also works with Brokers from across the country and is the architect and director of the highly successful Preferred Builder Partnership program with Berkshire Hathaway HomeServices Florida Properties Group, where she has increased new home builder sales by over 200%.
For more information, or to book Kimberly for your next event, visitwww.NewHomesSolutions.com, or visit Mackey at LinkedIn,www.linkedin.com/in/kimberlymackey; Twitter,www.twitter.com/KimberlyDMackey; and Facebook,www.facebook.com/NewHomesSolutions.
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