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Unlimited Leads: Mindset and Goals

This lesson is a part of an audio course Sales Mastery: Unlimited Leads by Eric Lofholm

Mindset is extremely important when it comes to lead generation and some of you listening right now, might think to yourself, "you know what, Eric, I'm just not very good at lead generation". And people will say that as if it's a fixed mindset. And always remember these mindsets are not fixed. They're flexible. "I'm not good at lead generation" becomes "I can become good at lead generation". So I want you to develop that as a mindset or I can become great at lead generation or I can master lead generation. And I think it's a worthwhile intention. If you're on a sales team, strive to become number one on your team or in your company at generating leads. And even if you don't accomplish it, the striving for it, the intention of it will predictably generate more leads for you. Now, many years ago, I was encouraging one of my clients.

He happens to be in financial services to set a goal for lead generation. And this is your next golden nugget set, lead generation goals. And I told them, "I want you to set a goal that you're going to generate 200 leads as a starting point in your business." And he was relatively new to financial services. And so he wrote that goal down and he attended a chamber of commerce event. And it was an event where they passed around a Punchbowl and everyone that wanted to get entered into the raffle, put in their business card. And so, as he saw all of these business owners and other professionals, putting those business cards in this idea went off in his mind, ding, ding, ding, I want to get those leads. I have a goal to get 200 leads and I would like to get those leads.

So the Punchbowl got passed around and they did the raffle and he was eyeing that Punchbowl. Cause you want to see what was going to happen with those leads. And at the end of the event, the organizer took the Punchbowl and started walking over to a nearby trashcan. And my client walked up to the event organizer and said, "Whoa, hold on. What are you about to do with those leads, those business cards?" He said, "I'm going to just toss them in the garbage." He says, "Could I have them in the event?" The organizer said, "Sure, I don't see why not". And so he pulled the business card from the Punchbowl and he gave them to my client. There were 67 leads there, and now he can go back to those leads and he can contact those individuals. Say I was at the same chamber event.

You were, and begin, start a business relationship. I want you to really open up your thinking and start realizing that there are leads all around you all the time. Just like that example, you could be driving around in your community and see a business there and go, "Oh, that would be a good lead for me." Pull out your camera phone, take a quick snapshot of the business or the billboard, or you could be at the local Starbucks. And maybe they have a community bulletin board where people put up their business cards on that community bulletin board. And you're like, "Oh, that would be a good person for me." And you just take a picture, not leave their business card up there, but take a picture of it on your camera phone. Now, whether you could find good leads for you at a Starbucks bulletin board or not.

The point is if you open up your thinking, you'll start noticing there are leads all around you. Now, when it comes to setting goals, you can set a lifetime lead generation goal of how many total leads you're going to have in your database. You could set a goal for how many leads you're going to generate over the next twelve months. You could set a goal for how many leads you're going to generate over the next quarter. You could set a goal for how many leads you're going to generate over the next month. You can attend an event like a trade show, a chamber event, a virtual event, and you could set a goal for how many leads you're going to generate from that event. I would suggest, most people have never even thought about setting a lifetime goal for the number of leads that they have in their database goals act like magnets.

They attract to you what those goals are. Now, I want to teach you one of the most powerful goal-setting processes I've ever learned. And it was taught to me by my very first mentor all the way back in 1992, it was the first thing he ever taught me. His name is Dante Parrano. And Dante said, "Eric, GSA stands for goal strategy action. Clearly define what you want, Eric, and write it down, develop a strategy of how you're going to accomplish the goal, and write it down and then take massive action." How you ever set a lead generation goal that was clear in writing, and then you followed it with a clearly defined, written plan of how you're going to accomplish that goal. And then you went out and took massive action. Most people have never done that because they've never heard of that idea before. So I'm giving you that idea. That is an absolute golden nugget because these leads, this is the starting point of your sale because the lead we're going to prospect to book an appointment, we're going to run the appointment, and then hopefully, we're going to close that sale. It all starts with the lead.

Your brain will answer virtually any question you ask it. I learned that from the great Tony Robbins. So ask yourself right now, "Where are my best lead opportunities right now?" Is it on social media? Is it through paid ads? Is it through referrals? Is it through all the leads you collected through the years, but maybe you never organized? So ask your brain, "Where are my best lead opportunities right now?" That concludes Lesson 2. I can't wait to share more great ideas with you in Lesson 3.

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Eric Lofholm