Josh talks about layering your lead-generating efforts to build more business.

After spring show season ends, all of a sudden it hits you: There are no more leads. By layering your lead-generating efforts, you can keep the well flowing. 

During the summer months, canvassing and shows/festivals take center stage. During the week, your canvass team should be making it happen on the streets. On the weekends, shows/ festivals are where it’s at. And when it comes to those smaller summer events, slow and steady wins the race. 

Having a presence at smaller events means that you have less competition. It also means that any leads you generate are of greater quality. Even if you get just five to 10 leads per show, these people are more likely to buy. And if you sold just five of these leads a month, it can translate into several hundred thousand extra dollars a year. Participation in most of these small shows costs just a few hundred dollars, making them a low-cost, effective investment. 

It’s worked for John Hines of UWD Rockland, Steve and Melissa Bragger of UWD Twin Cities and Dan Harmyer and Rob Webb of UWD Dayton, so I know it can work for you. 

Everyone should be hopping on these smaller shows/festivals. If you have questions about where to find them in your area, give me a call and I’ll help you put together a list. 

Piggybacking your canvassing efforts with smaller shows can net 25-30 leads per week. But the system only works if you’re willing to work at it. 

Don’t just show up for the game. Practice what you play. Hone your skills. Be at the top of your game and you’ll reap the benefits. Leads don’t come out of thin air. It’s not luck; it’s because the system is being worked. And as I’ve noted above, it works from one side of the country to the other. 

The more rejection you take, the more money you’re going to make, so keep knocking my friends. 

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