One of Dave Hershman’s rules 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 visited your site 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 purchase. But this does not mean that they will not purchase six months from now. 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 consumer-based articles and newsletters that you (or we) can mail to your previous prospects on a regular basis. These articles are on a variety of topics of interest to anyone who is considering purchasing. I am also available to make a follow-up call to these “long lost” prospects—offering pre-approval services. Even if they are not interested in purchasing, they can often refer friends or other personal contacts who might become buyers. 

I am interested in more than closing loans from your new home sales site. 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.