Super Agent

Are You Riding the Revenue Rollercoaster?

We see it all the time—producers become obsessed with a group of prospects they’ve hooked and are trying to reel in, and they let their lead nurturing activities go by the wayside. They spend all of their time focusing on them, they’ll even spend a day or two in the office just thinking about them. In the end, a few of these prospects do become clients, but, when it’s time for the producer to get back to work prospecting, he or she realizes that their pipeline is empty. When the business doesn’t come they move on to a new set of prospects to blitz, and the cycle of peaks and valleys continues.

What if this producer had spent only 3 to 6 hours per week, in the weeks leading up to these sales, on lead nurturing activities? Even better, what if these activities were already on his calendar as part of a client-attraction program focused on the long-term? 

When producers focus solely on managing their book, they are setting themselves up to be trapped in this cycle. If they consistently take the time to develop, qualify and nurture leads through a pipeline they will grow steadily and organically and see greater success.

“Lead-nurturing is having consistent and meaningful communication with viable customers regardless of their time to purchase.”—Brain Carroll

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