Written By: Cindy Douglas, ConnectTheData.com, providing online audio sessions (only $4.97 each or $99 for all 30) on exactly how to build a database so you have an asset to sell in the future.
From experience I have noticed there are two types of sales people ~ those that keep chasing business and those that cultivate the business they have.
The first builds a business based on the number of transactions closed. Occasionally there may be some repeat business going on, but this is not typically the norm. The second individual nurtures relationships.
It’s no secret that customers are the key to business growth, yet even though you have literally millions of potential opportunities to increase your business, you know that only a very small percentage actually commits to doing business with YOU!
The key to success is knowing how to identify your GOLDEN clients, what events in their lives trigger a financial opportunity, and which clients to stay away from.
The term database management is not new ~ in fact it has been kicked around A LOT! However, just like the thought of going to the dentist can make your teeth hurt, for some loan officers creating and maintaining a database can bring on that pain-to-the-brain-feeling.
While most sales people can see the importance of implementing a Customer Relationship Management (CRM) system they are hard pressed on how to quantify the value. In other words, will the time and effort justify the end result? Can a CRM program really make a difference when it comes to winning and retaining customers?
The answer is a resounding YES! While a long journey begins with a single step, read about 3 steps and download the Financial Life-Events Time Line to help you identify key touch-points in the lives of each of your clients.
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