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Building the habits that help you generate leads and achieve your goals in 2017

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What’s the number one thing in your job description? If you said “lead generation” or “generating leads” you are correctamundo according to both Fonzie (millennials, you can find him on Wikipedia) and Brian Buffini. Leads are the heartbeat and the life blood of your business. Your energy follows your focus. So, what does that mean in terms of your business—the lead generation business? It means constantly and consistently focusing your work time and energy on creating and filling your business opportunities pipeline. What can I do to generate a lead today? What are the best opportunities in my market that I really need to paint the picture on and communicate to my clients?

It’s been said in a best-selling real estate book that it takes leads, listings, and leverage to be a “millionaire Real Estate Agent.” You cannot just rely on your past performance when it comes to generating leads. World-class sales and marketing people know that good, quality leads take time to develop. They dedicate their time, energy, and resources to marketing referral-based systems that work. They know exactly which marketing campaigns are most effective and they make full use of those sales and marketing systems. They’re also keenly aware that it takes the right habits, attitudes, and skills to make it happen. Sound familiar?

So what kind of habits does it take to consistently generate leads? What kind of behavior makes up an effective salesperson?

To answer this question, I’ve studied some of the most effective salespeople within Buffini & Company’s system. Based on these observations here is a list of habits that I believe causes them to consistently rise to the top:

10 Habits to be a Lean Green, Lead Generating Machine

1. They focus on who their ideal client is.

This is crucial to effective lead generation. It’s imperative in order to generate more good, quality leads. Otherwise, the business owner will fall back on spray-and-pray methods that result in ineffective prospecting. Who is that raving fan/walking-talking billboard within your database that you want to duplicate and search for more of? Your ideal client must be a good fit. You must have a target and know exactly who you want to work with and why you want to work with them.

2. They are prepared ahead of time, all the time.

Highly skilled Buffini members are consistently prepared, specific, and ready for action. They always have a game plan and prepare before each activity they do. These top notch people don’t just wing it or fly by the seat of their pants. They go in with a plan and oftentimes a backup plan in case the first doesn’t work. They stay ahead of potential challenges or questions that might come up and are confident going into each meeting. They rehearse how they’ll approach each one-on-one meeting, call, and Pop-By with a clear purpose in mind.

3. Their lead generation system is specific, measurable, and automatic.

An effective system can be broken down into actions that are easily measured and tracked. By making each step measurable and easy to track, they are able to identify both the stronger and weaker parts of their system so they can make specific adjustments to make the next time around. By tracking each step along the way, they can assess which marketing campaigns got a stronger response from their database. Are the dialogues not specific or stimulating enough? How effective are the follow-up systems? Could they be more excited at the closing table and ask/offer more services? Enquiring minds want to know. After analyzing these activities, the business owner now has specific actions to improve upon rather than to just try to “do better” the next time.

4. They’re constantly investing in their relationships.

Effective salespeople know that relationships and communication are at the very core of sales. The best salespeople are constantly making new connections and looking for reciprocal relationships with the potential to be mutually beneficial. Focusing on these connections makes them great networkers and results in more referrals.

5. They put themselves in their clients’ shoes.

It’s not just about the money; it’s about what they can give, not just what they can get. In order to have long-term success, they seek first to listen and understand their clients, and ask themselves how they can help their clients win. They become a champion for their clients’ wants and needs and think from their perspective. Instead of asking, “What’s in it for me?” they ask, “What can my client get out of this?”

6. They know the importance of the rest-run cycle.

Effective business owners know the importance of getting enough rest. If they’re overwhelmed/burnt out they can only “fake it ‘til they make it” to perform at their best. When they fill up their own energy tanks, they are more fully engaged and have the capacity to be more enthusiastic in doing their proactive activities.

7. They customize what they’re doing for their best clients.

Rather than having a “one size fits all” approach to their top customers, these peak performers believe in meeting people where they are in terms of their hobbies, passions, and interests and then try to meet those wants and needs. They focus on what their clients are into and how they can make a positive difference and influence in their lives.

8. They target market their database.

Besides for their normal check-in calls, effective business owners have different segments of their database that they put into groups (see “Manage Groups” in Referral Maker CRM). The best are always looking for something relevant to share with different parts of their database.

9. They consistently qualify and requalify their database.

While you might “click better” with some people, the proof really is in the pudding in regards to who really wants to do business with you. You might be surprised when you take a look at who is truly sending you good, quality referrals. Salespeople who take the time to separate the wheat from the chaff in their database put themselves in a position to win moving forward.

10. When their clients win, they win.

Long-term businesspeople don’t focus on just one transaction. Rather, they think in terms of what they can do to nurture their “ongoing client relationships” by checking in frequently with updated market stats and anything relative to their client’s wants and/or needs. Client retention is vitally important to sustaining a built to last business and repeat clients are very common when you’re always looking out for your customer.

Remember, winning is never accidental in the lead generation business. Leads are the lifeblood and the heartbeat of your business. You can do this. You can be that lean, green lead generating machine like so many other successful Buffini clients. The choice is up to you. Choose wisely!

Committed to your success,


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