Finding the ‘Back Door’ to Prospects!

April 4th, 2012

Many people live in neighborhoods where the houses have no fences between the properties. Both the front and back doors are accessible. People who come to front door versus the back door are very different people.


Sales people, delivery people, bill collectors and census takers come to the front door. Friends, family, and people we know come to the back door. It is interesting how people respond to knocks on each door. When someone knocks on the front door there often a guarded response. When someone knocks on the back door we invite him or her in.

Our prospects have front and back doors. Learn to look for back door methods of reaching them, so they invite you in.


How can we find the back doors? The overarching question to ask is, “What do my prospective clients do and where do they go where I can meet them where the guard is down? The best way to work on this is to brainstorm these questions with someone else in your firm.


Are they active members of personal, professional or charitable organizations?

Who are their trusted advisors: lawyers, accountants, venture capitalists, investment advisors, and other professionals?

What are their interests, activities and hobbies?

Who do you know in common? Use Linkedin for this.

What industry publications do they read? 

Do they subscribe to newsletters or advice services?


Once you have brainstormed these questions, start to think about how you get involved in any of the following:


Attend seminars or create seminars that your prospects to attend.

Join clubs and organizations and attend their meetings.

Become active in the organizations by joining a committee.

Sponsor or participate in events.

Join ethnic organizations.

Seek referrals from professional advisors such as lawyers, investment advisors, venture capitalists, etc.

Seek referrals from other sales professionals who already sell or provide services to the people you want as clients.


A good marketing plan includes an emphasis on getting to the “back door”.  Take the time to brainstorm and carryout several marketing methods aimed at getting to the back door. Top Dogs offers a Jump Start Webinar program entitled ‘Creating an Abundant Lead Flow”. You can enroll at at the Webinar tab.   


There are three ways that Top Dogs can help you and/or your agents. For new agents it's our DVD program how to ‘Fast Track Your Expertise in Commercial Real Estate’.

For all agents who have not used our program ‘How to Run With the Big Dogs in Commercial Real Estate’, there is nothing better to help you build your business. The 3rd area is in personal coaching.


If you want to build skill in any area of your life, coaching and feedback is essential. Many of us love to watch sports. There are no players at the top of the game who do not have personal coaches. I realize many coaches use a ‘canned’ approach, however, if you wish to be coached more effectively you will find my approach much more helpful. Why? Because you are the X factor for your business and personal coaching brings out the unique aspects that you bring to your practice. That's something that canned coaching can never do.


If I can be of assistance to you, feel free to give me a call and we can discuss how to best help you take your business to the next level.


For more information, go to or call 888-894-2039.  I'm a real person I answer my own phone and I call people back.


Bob McComb

888 894 2039

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April 3rd, 2012

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