In my July On Your Team newsletter you saw the article about taking off your “referral-colored glasses.” What that means is to stop making the mistake that many real estate agents and lenders make: Valuing a lead or referral only if they’re someone who is looking to do immediate business.

As you identify Five-Star Prospects – whether they come to you through your Before Unit lead generators, your During Unit clients in process and/or people in your After Unit – part of that identifying process is determining if the prospect is going buy now or later. Sometimes we’re so focused on the now prospects that we forget that the later prospects are also a great opportunity for you.

These later prospects may be six or 12 months away from buying, selling or borrowing – sometimes even more. So why would I call these later prospects a "great opportunity"? Because most of your competition isn’t interested in six- to 12-month prospects. They focus all their energy running around looking for six- to 12-day prospects. Plus, they don’t have a process in place to help people who are six to 12 months away from acting.

But you do.

In the 30-Day Lead Blitz program we give you a step-by-step process for bonding with later prospects until they become now clients and choose you to help them.

In The Art of Finding, Getting and Selling Listings and the Finding Buyers programs we give you a system for providing valuable information and staying “top-of-mind” until your prospect is ready to act.

And because you’ll have this longer period to be in contact with these later prospects, you’ll cement yourself into position as the only Realtor or Lender they would consider using.

On Your Team,
Joe