Where do I get my leads?

That is the $64,000 question isn't it?  When this question was unanswered, I woke up in the cold "sales sweat" wondering how I was going to feed my family.  

The first step to answering this question for me was to define clearly what I actually do in a way that makes it helpful for me to understand my target audience.

So when I ask, "What do you do?", you might say - I sell life insurance.  Well now, how many people want to buy life insurance? - Nobody.  Zero.  

Can we frame it a different way?  

I protect families in the event of the unfortunate death of the breadwinner.

How, how many families do you know that have a breadwinner?  

This is the beginning of my lead list.

I help business owners protect themselves in the event something happens to one of the partners of the business.

How many business owners do I know?  

This is the beginning of my lead list.

Step one in answering the question of "where do I get my leads", is to write several statements which detail the benefit of your product or service to your prospective client.

So, what do I do?  Do I sell title insurance? or do I....

...help attorneys increase their real estate sell side transactions by connecting them with high listing realtors

or do I...

...help real estate professionals 'elevate the closing experience' for their valued clients.

Let me be clear, this is not a way for you to confuse others with what you actually do, or to be in denial of what you are selling.  This is a way for you to develop your lead list.  This is a conversation you are having with yourself as a foundation to clearly build your target audience.

More to come on this...