Dave Hershman’s third rule of maximum synergy marketing from More Income With Less Stress is—some targets are more effective than others. Since our time and resources are limited, we know that we do not have the ability to market to the world. We must make a conscious decision to use our precious resources to reach the targets that will produce the best results.

One target that we often overlook is previous prospects. Someone may have contacted you six months ago and you lost touch after several follow-up calls; many times, we just get too busy handling present prospects.

Perhaps they decided not to become an agent six months ago. Perhaps they decided to join another company. But this does not mean that they will not be ready six months from now. They may have found the company they joined is not what they expected. Keeping in touch is important. It is even more important to keep in touch using materials that add value to their lives.

This is why I provide sales articles and newsletters that you ( or we) can mail to your prospective agents on a regular basis. These articles are on a variety of topics of interest to anyone who is in sales or desires to become a sales person. Even if they are not interested in your company or changing careers, they can often refer friends or other personal contacts that might become valuable recruits.

I am interested in more than a referral relationship. I am interested in becoming a partner in helping your business prosper. Let me know if you are interested in joint marketing to this effective target.