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Make your prospecting model more direct and active by implementing a referral contact process to others in your network.  Asking the referral question at the right time is a powerful method of finding new business that could be a simple telephone call away.

Think about it.  We work with many clients and prospects in sales, leasing, and property management.  When you look at your current list of prospects, some relationships can open up into other leads, meetings, and services.  Don’t just stay in your ‘preferred service’ base.  Go outside the square with your referral questions at the right time in meetings, successful transactions, and client connections.  The people that you know now are ‘lead generators’ if you take a deliberate step into that ‘questioning’ process.

Here how you can do that in this audio podcast program for commercial real estate brokers.