- Hunter, Processor, Closer
- When I’m So Busy, you’re doing ROI-creating activities, but what’s happening behind it?
- Need to be doing 3-6 months’ worth of activities to present an ROI opportunity
- People get focused on closing that they forget the hunting and create dips in their ROI opportunities
- Many lose opportunities that are close because they let their foot off the gas and someone else swoops in
- “I’m so busy” can be a defense mechanism.
- Translates to “I’m not interested” or “I don’t have time for you.”
- Sends the wrong message
- Ex: mortgage lender puts up sign on door that says “Do Not Disturb”
- Missing opportunity after opportunity
- Everyone is riding high on the horse, but a freight train is coming, and many will be left without a full pipeline
