Do's and Don'ts of Sales and Marketing - Part 3

Execution - Sales Activities that Drive Results: here are some very specific tactical things that you should pay attention to...


Do

• After an interview with a target, schedule/calendar a plan for the next follow up – don’t leave an appointment without setting the next one


• Make 1 hour of outbound phone calls daily to targets and other prospects of interest
  (if you think about it this is only 12.5% of a 40 hour work week. Make it mandatory for yourself or for your reps. (you can make between 15-25 calls in an hour – if you use 5 call blocking)


• Interview broker managers every other month to get speaking engagements and other opportunities


• Sit with Closers while they make customer phone calls (they will not do it otherwise). Help create 'message' – empower them to make warm calls (not cold) – in fact here are 5 areas to call: Orphaned Clients, Lender in the middle, Non directing Agent, Best clients to ask for referrals, Cheaters


• Internal public relations – regularly/daily inform your Closers of all sales activities
  I have seen reps live and die by their ability to communicate with their closing/branch teams. It will be very difficult to over communicate what you’re doing as a rep to gain new business. It’s very easy to under communicate


• Ask for the sale. Ask for the appointment. Ask for the next step. Don’t rely on “accidental” results. (Know and) ask for what you want.


• Learn to Listen

Don’t

• DON'T deliver anything if you can convince an EO to do it. Get EO to set drop off appt with agents.


• DON'T spend time creating marketing flyers; or limit it to one hour a month.


• DON'T spend more than 30 minutes on your email per day.


• DON'T do lunches, unless that is the only way to get a target to talk to you. Quite coffee houses are better. Best case scenario, get them to meet you at your office.


• DON'T join committees or task forces that have little or no exposure to top producers, unless it is your first year in title sales, and even then be choosy.


• DON'T talk too much. Know when to shut up. People like to hear themselves talk...ask questions that get your prospect talking and let them go...continue to ask follow up questions to show that you are engaged.


• DON'T Sell the same way to every person. Be skilled in reading others, and then make sure you can flex your style to best suit your prospect.

In sales it's all about the execution - make sure that you're DOING the right things with the right people.

Happy Selling!