How Do I Sell? Focus on the Right People

Focus on reaching the right people. Instead of focusing on a certain number of people, I would focus on the types of people I want to reach. If I were a real estate broker (for example), I would think about the circumstances or life events that make people want to move from one home to another (such as divorce or death). Then I would ask myself, who would know the prospects going through these experiences? Then I would build my network with divorce lawyers and estate lawyers. They are likely to have clients who want to move, or who will need to move in the near future. I might even introduce myself to estate planners, to let them know the services I can offer their clients who plan to downsize and move after retirement.

I can also reach out to wedding planners and other professionals who deal with people who may buy a home. Since not every prospect is necessarily ready to buy at that moment, I would ask for names I can contact in the future.

This way I can focus on selling rather than on advertising.

Unfortunately, in the three decades of work I have spent, I have not seen anyone do such things, yet they are excellent at placing their ads!

Learning never ends. We still need to know more about our businesses and how we can excel among others.

It is hard, but with the right understanding, we will manage!