Dig your well before you’re thirsty

Okay, I have a quick but powerful concept I want to share with you today:

Dig your well before you’re thirsty.

What does that mean?

Follow along with me here…

Well, you start marketing—let’s say direct mail and text messages. Then leads come in and you talk to some sellers. So far so good…

Here’s the rub: You can’t just sit back and wait for those sellers to finally be ready to do a deal with you. 

In the meantime, you’ve got to do more marketing and more talking with sellers and more following up and making more offers.

You’ve got to have a lot of irons in the fire… because it takes time to build up momentum and have a constantly filled lead pipeline (aka “your well”). 

This means that you must constantly be digging your marketing well. The pipeline must always be full. 

That way, if a few deals along the way don’t work out—which you most definitely will experience—it won’t matter so much because you have all these other leads coming down the pipeline.

Time should be a major consideration for you in your business…

It takes time to mail out a marketing campaign… it takes time to set an appointment with a seller… maybe the seller needs time to talk with their spouse about your offer… getting to the closing table takes time…

I mean, when you first send out the initial marketing, it’s typical for 8 weeks to go by before you close a deal. You’ve got to be patient and make sure your pipeline is always filled.

The main point of all of this is simple: Never stop your marketing!

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