power prospecting keynote

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