How to Generate New Leads

What my previous podcast guest Karen Briscoe found is that committing to get leads applies pretty universally to just about any sales, entrepreneurship, business endeavours. Until you have a lead or a deal to work on or someone to work with, you really have nothing to do. So there needs to be a commitment, and you can see that in the syndication world.

Until you have that really effectively, that’s your job. Truth be told, it’s your job all the time. It doesn’t stop, and that’s where a lot of people, they get on a hamster wheel because they get a deal and they wake up and realize that they stopped doing those functions to bring in new business. Then the next component is consult to sell. So you have a lead, you have the project, you have the next deal you’re going to do. There is a process to take it through until it actually becomes a transaction and you have to take some people call that conversion.

The idea is there’re processes and steps to go through to do that. Then back to that hamster wheel. So many people live on that where they’re only as good as their next deal. They just literally wake up every day and paycheck-to-paycheck, or deal-to-deal. So the principles of what she calls connect to build and grow. So you connect so that you create sustainable, scalable, ongoing enterprise. That’s the ultimate objective. Because as long as you are required to do the next deal, whatever it is, then when you stop, the money stops. That’s why so many people live on a roller coaster. They work really, really hard, they get a deal, and then they focus all their attention and energy on that. They get to the top, it’s very exciting, and then woosh! They’re back down again because they didn’t put into place these principles. So, leverage, scale.

Then all of that is surrounded by what she calls success thinking activities and vision. So those are mindset and motivation related. Vision is you look out 5, 10 years where you’re going, or even shorter than that, but usually, vision, it’s a little bit further down the road. Then you think about how to do it and then you put the activities in place. A lot of people have affirmations and a lot of people have vision boards, but many people miss that in between where you have to actually do the activities to make it come about to manifest it. So that surrounds it all. So these basic core principles, again, apply pretty universally.

If you have the deal and you don’t have a capital, you still don’t have a deal. So it is your full-time job. The thing is it really is the full-time job all the time, because there’s a natural attrition. She says, everything is in the state of deterioration. Really, relationships with your investors, not in a negative way, but just that they you constantly need to be bringing new flow into that pool. It’s like the difference between the Dead Sea that stops flow on both ends and a living, moving water stream. So you want to always be moving deals and investors. You want to always be lead generating.

Listen to full episode: https://lifebridgecapital.com/2019/11/ws377-commit-to-getting-leads-with-karen-briscoe/