How Well Do You Know Your Prospects?

Share it

Let me know if this sounds familiar… 

I know a mid-career CRE professional (let’s call him Peter).

Peter’s in a rut…

What worked for him for so many years simply isn’t working anymore.

Even worse, those who are younger and less experienced than Peter are passing him by. 

On top of that, he isn’t as tech-savvy as his peers, so he relies on team members OR sometimes, he just avoids new technology altogether. 

Peter doesn’t invest in personal improvement but won’t hesitate to spend money on a new car or membership to a golf club (even though he is a less-than-avid golfer). Peter thinks, falsely, those things make him look successful.

Peter’s also worried about his career choice. He’s starting to dislike the work, but he knows it may be too late for him to change careers. 

Peter is embarrassed, too. He doesn’t understand how he got into this rut. How can he have more knowledge and experience but fall behind younger kids with their digital approaches? 

It all seems so unfair!

Know anyone like Peter?

Unfortunately, that’s the description of most mid-career CRE professionals…

How do I know? 

Well, after working with over 2,600 of you, we’ve been able to craft highly accurate descriptions for each of the 3 people we help —

Ned/Nancy Newbie who has less than 3 years in the business and struggles to fill a pipeline. 

Peter/Paula Plateau who has seen some success but can’t consistently grow each month.

Bob/Betty Topper who is a highly successful market leader with no time for a personal life. 

How well do you know YOUR prospects?

For this week’s Massimo Minute, I have a challenge for you.

Take some time to really define your ideal prospects. 

Answer each of the questions below for your best clients…   

What are their goals?

What do they value?

Where do they get their information (news, blogs, books, etc)?

What are their challenges? 

What are their biggest pain points and frustrations?

What is their role in the transaction process? 

What objections do they have?

What is a quote/motto that describes them?

What’s their occupation?

What’s their job title?

What’s their annual income?

What’s their level of education?

What’s their age, gender, marital status, family status, location? 

Is it a lot of work to write out the answers to these questions? Yes, but the answers to these questions are the foundation of your success. 

When you don’t have the answers… You’re forced to be reactive, shooting from the hip, and scrambling every time you need to find a new deal.

But once you have the answers to these questions… You can be proactive, focused, and create a targeted prospecting campaign that works every time.

If you need help identifying your Client Avatar and creating a targeted prospecting campaign, then it’s time for you to invest in yourself.

It’s time for you to buckle down and get serious as we enter into the last Q4 of this decade.

If you’re ready to grow, we’re holding an Exclusive 2-Day Workshop for serious CRE professionals who want to secure higher-quality assignments and make this their best year yet.

Click here to register (or email [email protected] to secure a group-pricing discount). 


The 3 Part Foundation to Securing a Fast Start to a Long Career

CRE Ready 2020 – Get in Position to Secure Your Best CRE Year Yet

Leave a Reply

Skip to content