As I write this blog it’s 5:30 in the morning and I am getting ready for our next live event, the Massimo Immersion – Your 2018 Prospecting Playbook. We are thrilled that the event is sold out, and 24 hours from now we will be launching our 2-Day event on the campus of Duke University. Can you tell I am pumped?!

I thought I would share with you the 8 steps that our coaching team will be using to assist the Immersion attendees in building their personal prospecting playbooks.

1. Defining your Avatar – This is your ideal client. Time to get as specific as possible. Don’t just tell yourself your ideal client is any office owner, or tenant. Be specific. For example, maybe you are a tenant rep broker in secondary market and you have had success representing law firms. So your new ideal client is a managing director of a law firm of at least 20,000 rentable square feet.

2. Define the key issues your Avatar is facing today – Continuing with the law firm example, think about the key issues the managing director is dealing with. Don’t focus on real estate/lease issues, but business issues.

3. Define Your Value Proposition – How will you/your firm service the ideal client and the issues he/she is facing? How will you differentiate yourself?

4. Draft a prospect letter – Address these key issues, demonstrate your value proposition, and include a call to action that will resonate with your ideal prospect.

Now, that may seem simple, but it’s a lot of work. To do it correctly, will take you some time. I will stop there for now – later this week I will post the next 4 steps in building your own prospecting playbook.


Are you interested in building your own prospecting playbook, a plan for building your personal market presence, your team, and ultimately – achieving the level of success you know you are capable of? Click here to schedule a free strategy session with one of our program consultants. This small investment of your time will provide you the clarity you need to determine how to grow your business, and grow it exponentially.