It is a myth that Top Producing CRE professionals only need to rely on their relationships for business.
This myth is so widespread that most CRE professionals build their entire business on referrals.
They spend so much time working on referral deals that they don’t have the time to go out and find their own business.
To be clear, I have nothing against referrals.
In fact, if you don’t have a system for getting referrals, you’re missing out on a lot of business.
BUT when you solely rely on your relationships and referrals, you lack control.
You’re relying on someone else. And your business is vulnerable.
Top producers don’t rely on referrals.
Top producers are consistently prospecting for new business opportunities
They are in complete control over their income.
They identify the business they want. And they win that business.
In a downturn, they’re the ones who pick up market share and continue to grow.
In today’s Massimo Minute, I’m sharing the prospecting methods these folks use every day.
Here’s what we cover:
1: Why emails, LinkedIn, and tweets don’t count as prospecting
2: 3 ways to ask for business
3: The most important part of your prospecting strategy
4: Your #1 responsibility when you speak with prospects