George Lorimer

I have been able to use MFN's concept of the 3 databases to increase the focus of my daily activities. Before, I never thought about separating the database any different from Buyer & Seller prospects, past clients, sphere of influence, and geographic/mailing farm. By using the Tier 1 database of hot leads, whether B/S, from all lead sources, I can focus my activities daily. For example, if my Tier 1 database has very few prospects looking to sign a contract in 30 days, I have to prospect and do more lead generation. If I have more that 20 hot leads, I have not been following up enough to convert or disqualify the lead. So I have more focus on the 30 day or less leads, and fewer slip through the cracks.

I have been able to use the sales rejection article to be more proactive. This year I will close between 75 and 80 sides. Feel free to use my words.