If you’re getting leads but very few of them convert into business… or if you’re marketing like mad but are getting dismal results… or if you’re out there shaking hands and nobody is referring you then chances are your Trifecta is all messed up.
3 Rings To Rule Them All
The components of the Trifecta are pretty simple and you’re already familiar with them:
But here’s the thing: many agents approach all three as individual tasks rather than as a whole.
Here’s the difference:
A group of people all talking at once is pretty much a “everyone shut up for a second” offense. It’s confusing, annoying, and nothing really happens.
Compare that with a choir group. All of them are singing at once but it make for some glorious and moving music.
One makes you cringe, the other can give you goosebumps. The good kind.
What makes one a religious experience and the other a train wreck is that with the choir, they’re all on the same page with the same focus and same message.
Clearly, it’s important to work together. Especially in regards to your Trifecta.
Make your message the same across all 3 fronts.
The message people in your network are spreading about you must match the same message that is promoted in your marketing and must also match the sales message coming out of your mouth when you get face-to-face.
If one of the messages in the Trifecta is not consistent with the others then you’re going to create confusion in the consumer.
And what happens when someone is confused? They stop and re-evaluate the situation before making a move.
How’s that for sabotaging your own efforts? Sort of like trying to build a business while riding a bike uphill backwards… funny image but not one you where you want to be in the rider’s seat.
So, just check yourself every now and then. Got a Trifecta that’s singing glorious hymns or a train-wreck of counter-productivity?
March 3, 2009 at 11:06 am
I never deal in absolutes. I get a few leads here and there. But the sad fact is that sales volume has ground to a halt. Last month in my city of 60,000 there were 18 title passes and even if you use the 80/20 rule – most of that 20% were left out in the cold with no closings. Anything like that has to be judged in the context of the area where you are selling.
Buyers are smelling blood, but they aren’t realistic so deals still don’t close.