by Tony Vidler       

If real estate is driven by location, location, location, then surely the prospecting process is driven by engage, engage, engage.

I’ve previously posted about the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients.  A process of engagement is also often the missing ingredient in nurturing leads and prospects along the (often protracted) path to becoming a client.  It is critical for marketing success today as the buying journey for prospects is longer than ever, and you have to be willing to engage with them until they are ready to move ahead.

Yet, even those advisers who get this and who are often trying to engage with prospects still struggle because what is lacking is a process.

Generally advisers are good at providing valuable content, and using email or SMS messaging with clients, and diarising those follow up phone calls, and adding people to newsletter lists.  Good at it.  Not great at it.

Not great because it is an ad hoc approach…too much is left to chance.

In this weeks video we talk about why so many are so close, but are missing out on having a great engagement process…

…watch the video to learn more…

You might also be interested in this related article:

How To Deliver Value During Prospect Engagement