Do You Need Inspiration - or Focus?

You need Focus to Find a Pot of Gold!When you are having one of "those" days... where do you draw your inspiration from?  I have an EXTENSIVE library - and in the front of my favorite books, I've written the page numbers that have IMPACT.

One of my Favorite Books is from the High Trust Sales Academy that I did with Todd Duncan several years ago. The front page of that book says page 343... (actually starts on 341)

Lead Generation - The Master Strategy:  here are my notes

#1  Sphere of Influence - "Who do I know, who KNOWS who I WANT to Know?"  I made a list of all the people I thought it would be GOOD to know.  One of them is the HR Director for SAS... anybody know that person?

#2 Point of Sale Posturing - Have we made certain that EVERYONE who is in Process, or closed is remembering to refer more deals to us??

#3 Strategic Partners - We do business with Attorneys and Insurance Agents who need to buy houses and get loans... are WE the ones getting that business?  Why not?

#4 Survey Calls-  If they are happy - why aren't we asking for referrals?

#5 Affinity Partner Endorsed Mailing - Introduce the "Mortgage Fitness Checkup Program" - the Partner adds value while you get the deals!

and here's the one on page 343 - right at the top, with stars and lots of side notes and underlining

#6 Company Wide  - "Looking for Borrowers who are Centers of Influence in their company.  Employee wide emails, cross promotion, Employee Appreciation Days, Employee Discounts, Family Days, Relocation Assistance..."

Yep - right there on page 343 staring me in the Face was what I already knew... I'm making a loan to a RECRUITER!  Have I maximized that?  It's on the top of my list!  

Sometimes, it's not that we NEED inspiration - we just need to remember to FOCUS and do ALL of the right things ALL of the time!

Comment balloon 4 commentsEleanor Thorne • March 23 2010 10:20AM


Eleanor, I have seen Todd a few times over the years, he always has some great tips that will work in just about any sales business. I think many agents and LO's forget their past clients, and dont treat them well enough up front to make them into raving fans!

Posted by Robert Rauf (HomeBridge Financial Services (NJ)) almost 8 years ago

Robert - yep Duncan is TIMELESS!  

Posted by Eleanor Thorne, Equity Resources 919-649-5058 (Equity Resources) almost 8 years ago

Eleanor - we need both!  Focus on how to acquire and close and the skillset to take us there in the new economy.  

Posted by Eileen Burns, FL Probate Agent, Hotel & Land Specialist (Trans State Commercial RE Ft. Lauderdale/Miami/Palm Beach) almost 8 years ago


Excellent tips!  My Coach does keep me focused and going!  Live events certainly bring that home, quickly.  I am now reading, The Greatest Salesman in the World.  Recommended by Brian Buffini:)

It's a Good Life,

Fran, Ct Broker


Posted by Frances C. Rokicki, Broker-Mentor,CRS (Fran Rokicki Realty, LLC) almost 8 years ago