Coach Dan Foster

In his book, The 21 Irrefutable Laws of Leadership, author John C. Maxwell writes about the Law of the Picture. This law is as important for sales professionals as it is for leaders. Listed below are three elements to this timeless law that, if understood and made a part of your lead generation system, will produce more referrals and leads, resulting in a higher probability of overall success in your business.

This past week I had the honor of interviewing Kim Dittler of Prudential Northwest Properties. Kim was recently honored by the National Association of Realtors as being one of 30 rising stars under the age of 30 in the entire nation. Kim is a true professional and all around great person. After spending time with her there is no doubt that she is one of the best real estate brokers out there right now.

Have you ever spent valuable time with a prospect only to find out they are not qualified or unable to use your services? This can be one of the most frustrating experiences in a sales professional’s day. Yet, this seems to happen over and over again regardless of the personal cost and outcome.

Each quarter my company, Prudential Northwest Properties, uses client survey response data to compile a source of business report. This data is compiled by a neutral third party company named Quality Service Certified (QSC). We use this report to help our associates know where to best spend their time, efforts, and money to attract, win, and keep clients long term. Our Vice President of Marketing, Sandy Gillison, just sent me the 2009 Year End report and the numbers are fascinating. Here are some interesting statistics to consider, when comparing 2008 to 2009: