In this video the founder of AMA09 winning company Frontrunner Consulting Group, Doug Mathlin speaks about the importance of brokers having key contacts to qualify more leads. He lists the types of key contacts which can be beneficial to brokers, and goes onto a detailed step-by-step guide as to how to approach and seal the deal with key contacts. As part of this he talks about;
• How to identify which individual key contacts to approach
• Getting your initial message across to these contacts
• The first meeting, how to set it up, how to build a rapport and what to talk about in order to determine whether to start doing business with them
• Why it is important not to rush into the relationship
• How to formalise the agreement to recommend each others businesses (and how to help each other recommend the other)
Lastly Mathlin explains how to develop a management approach to the relationship between you and your key contact to review your original goals, leads that have been generated and service offerings.
If you have an enquiry for any of the coaches presenting videos within the Broker news TV 'Broker Coaching Series' you can get in contact with them via the following websites;
Doug Mathlin - Frontrunner Consulting Group @ www.frcg.com.au/
Jen Harwood - International Business Champion @ www.jenharwood.com
Warwick Marry - The GET MORE Guy @ www.warwickmerry.com/
Iggy Pintado - ConnectGen @ www.iggypintado.com.au/
