TAKE CONTROL OVER FUTURE PROSPECTS BOOK REVIEW: 'RED HOT INTRODUCTIONS'
A lot of sales people are told, or they assume, that referrals are everything. They rely on referrals for new business and for growth. While referrals can have their place in the bigger picture, there are many serious drawbacks to relying on referrals for business. There is a better way — a better way to wrangle new clients and a better way to grow. It starts with “Red Hot Introductions,” Randy Schwantz’s book dedicated to making those all-important connections with ideal prospects. Let’s focus on the word “ideal” for a moment. Referrals are by no means bad. But they require a lot of work to convert a potential client. There’s also a matter of control. When a referral comes to you, you aren’t necessarily in control. The potential client may or may
not be your “ideal” client. They may not even fully understand who you are or what you do. This is where a Red Hot Introduction can make a major difference. You do the approaching and you shape the narrative. Now, you might be saying, "Well, how do I do that?" “Red Hot Introductions” delivers the answer. Red Hot Introductions are, in part, leveraging the relationships you have with existing clients, as well as engaging with other professionals who are connected with those you consider to be your ideal prospects (as discussed in this month’s cover feature). Naturally, you need to know who your ideal prospects are, and again, “Red Hot Introductions” is here to help. Randy breaks down the process of identifying the prospects you need to go after. When you know the “who,” it makes the initial introduction that much easier.
But asking for that introduction, just like asking for a referral, isn’t always easy. Again, “Red Hot Introductions” challenges the barriers we construct for ourselves when it comes to asking for introductions. This book is chock-full of practical examples and resources. It isn’t “do this” or “do that,” as a lot of marketing books tend to be. Randy gives you real-world examples, along with strategies you can put to the test. The next thing you know, you’ll be making more Red Hot Introductions than you thought possible. Learn more about the book and grab your own copy at https:// thewedge.net/books . Enter promo code SAVE10 to receive $10 off the cover price of "Red Hot Introductions" (for orders received by Oct. 31, 2018).
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• Accountability • 5 things You Need to Grow Your Agency • Stealing Other Agents' Work? • Why You Need a Bad Cop to Improve Hiring Success
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