In my latest video, I dive into a critical strategy that helps you manage and maximise your database—by focusing on long-range and short-range opportunities. This approach is not only about making today’s sales but also ensuring you’re nurturing future deals.
One of the biggest mistakes I see agents making is tagging prospects as “hot” or “cold” in their CRM. Here's the problem with that: We tend to chase the "hot" leads and completely neglect the "cold" ones, even though those “cold” leads might become tomorrow’s hot ones.
When you shift to thinking in terms of long-range and short-range opportunities, you create a balanced approach. Some prospects are key to today's business (short-range), while others are crucial to tomorrow's (long-range)—but both are equally important. This mindset helps you stay focused on nurturing all opportunities, knowing each one contributes to your overall success.
To determine who goes into your CRM, I use a simple vetting process I call the 3 P’s:
If you can answer "yes" to all three, then you’ve got a real prospect, and it’s time to nurture that relationship.
Just like Ray Kroc, the legendary McDonald's founder, once said, every interaction with your clients either adds value or takes it away. Before you can make a withdrawal, you need to deposit value into the relationship. That’s what makes long-range opportunities so important. You need to be more helpful and provide more value than any competitor before the client even thinks about transacting.
The key takeaway here? Add massive value to your prospects before you need anything from them. Whether you’re offering insights, answering questions, or simply keeping them in the loop, every small deposit you make into that relationship builds trust. And when the time comes to ask for business, they’ll remember who has been there adding value all along.
If you’re ready to take control of both your short-term and long-term business, watch the full video where I explain exactly how to apply the long-range and short-range strategy and the 3 P’s in your business today.
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