Real estate entrepreneur Nick Schlekeway recently offered this advice to his consulting clients:
Stop saying new things to old people and start saying old things to new people.
This is a clever way of saying your recruiting database needs a consistent infusion of new prospects to be healthy.
Without this influx, a database gets stale, and you’ll end up repeatedly talking to the same prospects.
If this group is not ready or willing to move, they’ll get tired of hearing from you and your results will suffer.
How do you avoid painting yourself into this corner?
Add prospects. Commit to adding at least two qualified new prospects to your database each week.
Doesn’t sound like much, but it adds up over time. If you do this every week, you’ll have 100 new prospects by this time next year.
Improve quality.Putting garbage into your database is counterproductive.
A quality database addition is someone who fits your ideal prospect avatar, you’ve had a live conversation with this person, and they’ve given you permission to contact them in the future (Is it OK if we stay in touch?)
Yes, it’s a high bar. That’s why the goal is only two per week.
Say the ‘old things.’ Once you develop a compelling value position that substantially differentiates you from your competitors, stay on message.
If a prospect is getting tired of hearing how you can help them grow their business, crush their competitors, and reach their personal goals, it’s time to replace them with someone who needs your help.
A vibrant database is the foundation of recruiting success.
Make it a priority, and you’ll reap the recruiting rewards you’re hoping to achieve.
