Do you find yourself following in the footsteps of every other wholesaler in your region?
If you have a territory, for example, that encompasses Los Angeles, do you find yourself focusing on Downtown L.A. the Westside and the South Bay because that’s where the money allegedly is?
Do you spend all your time in the recognized money centers and related suburbs of Dallas, Chicago, Seattle, New York, Atlanta?
If your time is predominantly spent in offices where every other wholesaler spends their time what about if you took the path less traveled?
What if you went out of your way to spend a portion of your time prospecting for business in less obvious locations, at least less obvious to the masses?
As a wholesaler, I had my best producer located in Redlands, CA. Redlands is some 60 miles due east of Los Angeles and not a place you’d necessarily want to go to. But, at one point in my wholesaling career, I had three $2.5 million producers there, one of which was doing between $10M and $12M a year, consistently.
And there were other top producers in places like Libby, MT and Hilo, HI and Hanford, CA.
Where in your territory can you find great brokers that do a ton of business, that are lower maintenance, and are absolutely delighted that you came to see them?
Versus all the folks that you see in the money centers that simply take you for granted and suck your budget dry.
No, I’m not suggesting that you’ll make your annual goal using this method.
Yes, I am saying that you can get a great bump in production by spending a portion of your time prospecting in areas of your region that are on the road less traveled.
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