A great strategy to use within an area is called Priming.

Within your zones, you can micro-focus and target a smaller pocket area. Small pockets are great for priming. This involves doing a very quick drop by, without the intention of having a conversation. You just casually leave your information. One good technique is dropping off a business card. This is easy to do when going on a quick walk in the evening. You don’t need to add any other materials. It’s amazing how quickly you can hand out business cards during a short walk. Then, you can go back the next day or a couple days later and knock. You can say, “Hi, I came by yesterday, but you weren't home. I dropped off a flyer. Did you get it?” This starts the conversation. It’s not a follow-up because this is your first real contact. Earlier, you simply primed them. The priming made sure they were familiar with you before you showed up. Priming allows the conversation to start off with more fa miliarity. The prospect usually warms to you more easily and you’ll increase your chances of turning them into a lead. 

It's a good strategy to hyper-focus on pockets for two weeks. If you think a pocket is a rewarding area, you can concentrate your efforts in the area and hit it twice in a month for a while. 

Guess what! I have another ACTION STEP so that you can get used to micro-focusing and priming!  I want you to pick a practice area that is NOT in your target neighbourhood. You’re going to practice dropping by with business cards and then going back again later. There’s another downloadable worksheet to help you track your priming practice. 

Everything is about practice. And it is good to practice your skills before using them in a target area. I’ll explain more about why to start outside your target area in a later lesson. 

Before continuing to the next video, take a moment to print off all of this lesson’s resources and review the action steps.  

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