Nathan Vecchio explains how four techniques can boost lead generation
Director of Hunter Galloway, Nathan Vecchio, started broking in 2015 and using the techniques from Joshua's Top Broker Handbook, is writing big numbers, leading to Vow Financial naming him Broker Partner of the Year Rising Star in 2016.
I’ve been speaking with a wide range of brokers lately about how they generate leads, and something that really surprised me was that a large majority assume that business ‘just comes’ to top brokers who are doing big numbers. But really, the reality is that the reason why the top brokers in our industry are growing their businesses (like a boss) is through lead generating activities that they are undertaking every day.
Every. Single. Day.
“We are what we repeatedly do. Excellence then is not an act, but a habit.” Aristotle
So if we are what we repeatedly do, think about how that translates into business?
Unfortunately, if we aren’t out there every day telling people about our business and marketing our services, the struggle to pick up new leads can be very real.
Today I’ve put together some lead generating activities that you can integrate into your daily routine so that you can maximise and build your leads effectively.
Set yourself REAL goals
As we know, what gets measured gets managed and if you’re not setting your goals and tracking them, then there’s no way you can reach them. Time-bound goals are important so that you can break them down into manageable tasks.
For example:
If you want to write $4M per month, then you need to break it down into weekly and daily tasks.
Consider the following:
Daily – How many calls should I be making per day to book X amount of appointments per week?
Weekly – How many appointments do I need per week to write X amount in one month?
Take your first step towards managing your time with the daily planner, which will help you break down your day to maximise your efforts.
Action time
Now that your goals are on paper, it’s time to put these into action. If you’ve decided how many calls you’re going to be making per day, block this time out on your calendar and actually do it. The hard work will be worth it in the long run and unfortunately, there’s no substitute for it.
When I decided that I was going to increase my monthly settlements, I set my goal to make 15 calls a day, which seemed like a lot at the time. I made the decision and stuck with it and even on days that I couldn’t think of anything worse than speaking to 15 people on the phone, whether I was sick, or just tired, I still pushed through. This consistency delivered results and helped to set me apart from other brokers, escalating my leads significantly.
Learn from the winners
Success leaves clues, so it’s important to learn from the winners in our industry and other industries too, looking at exactly what they’re doing and how that sets them apart. Whether it’s going to networking events, group meetings or even online forums, all of these activities will help you grow and work on your leads. I keep a close watch on The Adviser and MPA Magazine, but you might find the Top Broker Guide Book helpful for tips that you can implement in your own business too.
Also, when you learn something new, make sure you take it on board immediately because if you don’t, you’ll struggle to implement it into your routine at a later date.
Could a business coach or mentor be for you?
Accountability is key, but sometimes working autonomously as a broker can be difficult because of the requirement to be self-motivated. Whether it’s hiring a business coach externally or creating a support group with you and one or two other brokers, you’ll notice the difference when you collaborate with other people.
It’s like going to the gym, when I first signed up, I signed up alone and after the buzz of the first month wore off, I then began to struggle to get there. I found a million and one excuses like working late, feeling too tired, lazy, having other social events on, whatever it was, I managed to find every reason not to get there.
After that, I decided to quit the gym and take a different approach. I started cycling with my brother and we helped each other stay accountable for showing up, being motivated by the collaborative effort of meeting up, then going for a ride.
Being an autonomous broker is the same. Sometimes you just need the assistance or support of one other person to help you stay accountable.
Whether it’s a friend or a paid business coach; this can be as simple as meeting with another broker once a month and doing a shared mentor scheme to swap learning’s each month.
Really, what’s important to remember is that your leads will only skyrocket if you put time and effort into achieving your goals. Each day you need to be working towards the bigger goal and think beyond the pain and discomfort of the short term.
So, pick up the phone, network with those in the industry and bounce ideas off those around you so that you can escalate your leads and ramp up your business to the next level.
PS: I’m going to be taking over here at Top Broker for a little bit while Joshua focuses on a few big and exciting projects we are looking forward to bring you in the next few weeks. A quick background, I started broking in 2015 and using the techniques Joshua has given in the Top Broker Handbook I have grown my business in a very short time to writing some big numbers, and was fortunate enough to be awarded Broker Partner of the Year Rising Star in 2016.
I’ve been speaking with a wide range of brokers lately about how they generate leads, and something that really surprised me was that a large majority assume that business ‘just comes’ to top brokers who are doing big numbers. But really, the reality is that the reason why the top brokers in our industry are growing their businesses (like a boss) is through lead generating activities that they are undertaking every day.
Every. Single. Day.
“We are what we repeatedly do. Excellence then is not an act, but a habit.” Aristotle
So if we are what we repeatedly do, think about how that translates into business?
Unfortunately, if we aren’t out there every day telling people about our business and marketing our services, the struggle to pick up new leads can be very real.
Today I’ve put together some lead generating activities that you can integrate into your daily routine so that you can maximise and build your leads effectively.
Set yourself REAL goals
As we know, what gets measured gets managed and if you’re not setting your goals and tracking them, then there’s no way you can reach them. Time-bound goals are important so that you can break them down into manageable tasks.
For example:
If you want to write $4M per month, then you need to break it down into weekly and daily tasks.
Consider the following:
Daily – How many calls should I be making per day to book X amount of appointments per week?
Weekly – How many appointments do I need per week to write X amount in one month?
Take your first step towards managing your time with the daily planner, which will help you break down your day to maximise your efforts.
Action time
Now that your goals are on paper, it’s time to put these into action. If you’ve decided how many calls you’re going to be making per day, block this time out on your calendar and actually do it. The hard work will be worth it in the long run and unfortunately, there’s no substitute for it.
When I decided that I was going to increase my monthly settlements, I set my goal to make 15 calls a day, which seemed like a lot at the time. I made the decision and stuck with it and even on days that I couldn’t think of anything worse than speaking to 15 people on the phone, whether I was sick, or just tired, I still pushed through. This consistency delivered results and helped to set me apart from other brokers, escalating my leads significantly.
Learn from the winners
Success leaves clues, so it’s important to learn from the winners in our industry and other industries too, looking at exactly what they’re doing and how that sets them apart. Whether it’s going to networking events, group meetings or even online forums, all of these activities will help you grow and work on your leads. I keep a close watch on The Adviser and MPA Magazine, but you might find the Top Broker Guide Book helpful for tips that you can implement in your own business too.
Also, when you learn something new, make sure you take it on board immediately because if you don’t, you’ll struggle to implement it into your routine at a later date.
Could a business coach or mentor be for you?
Accountability is key, but sometimes working autonomously as a broker can be difficult because of the requirement to be self-motivated. Whether it’s hiring a business coach externally or creating a support group with you and one or two other brokers, you’ll notice the difference when you collaborate with other people.
It’s like going to the gym, when I first signed up, I signed up alone and after the buzz of the first month wore off, I then began to struggle to get there. I found a million and one excuses like working late, feeling too tired, lazy, having other social events on, whatever it was, I managed to find every reason not to get there.
After that, I decided to quit the gym and take a different approach. I started cycling with my brother and we helped each other stay accountable for showing up, being motivated by the collaborative effort of meeting up, then going for a ride.
Being an autonomous broker is the same. Sometimes you just need the assistance or support of one other person to help you stay accountable.
Whether it’s a friend or a paid business coach; this can be as simple as meeting with another broker once a month and doing a shared mentor scheme to swap learning’s each month.
Really, what’s important to remember is that your leads will only skyrocket if you put time and effort into achieving your goals. Each day you need to be working towards the bigger goal and think beyond the pain and discomfort of the short term.
So, pick up the phone, network with those in the industry and bounce ideas off those around you so that you can escalate your leads and ramp up your business to the next level.
PS: I’m going to be taking over here at Top Broker for a little bit while Joshua focuses on a few big and exciting projects we are looking forward to bring you in the next few weeks. A quick background, I started broking in 2015 and using the techniques Joshua has given in the Top Broker Handbook I have grown my business in a very short time to writing some big numbers, and was fortunate enough to be awarded Broker Partner of the Year Rising Star in 2016.
