Part One
New Leads vs. New Targets'
Brand-New vs. Seasoned Professionals
Success in sales isn’t a one-size-fits-all system. We recognize that professionals are at different career stages, and each industry requires a unique approach when it comes to setting appointments, conducting meetings, closing deals, and securing referrals.
New Leads
Many salespeople claim to rely on referrals, yet fewer than 10% actively seek them out. Studies show that those who do earn up to five times more than those who don’t.
Our goal is to help you generate so much demand for your services that your business flows naturally. However, until that happens, you must proactively build your database through strategic prospecting and marketing.
For those already benefiting from word-of-mouth referrals, new leads serve as an expansion strategy rather than a necessity. These leads typically come from:
Repeat Business – Existing clients returning for more services.
Referral Business – Clients referring others in their network.
Events – Networking opportunities to attract potential customers.
Marketing (Traditional & Digital) – Campaigns designed to generate interest.
Paid Advertising – Sponsored content to expand reach and visibility.
New Targets (People)
If your business isn’t consistently generating inbound demand (set appointments), you must actively seek out and engage with new people to fill your pipeline.
This should be done weekly, using a structured approach to identify and connect with individuals who align with your expertise and can benefit from your services.
Sales is a numbers game based on probability—meaning the more you target with intention, the better your results will be.
Part Two
New Leads
One of the biggest gaps in most sales strategies is tracking—many professionals don’t measure their numbers or assess their marketing return on investment (ROI).
To fix this, all new leads should be categorized within your CRM under one of these five sources:
1) Repeat Business
Your past clients are your greatest asset. If they’re not coming back, ask yourself:
Did I deliver an exceptional experience?
Have I stayed top-of-mind since their last purchase?
A well-maintained client relationship turns into continuous revenue.
2) Referral Business
Every transaction should generate at least five additional referrals. You must:
Track where your referrals originate.
Confidently ask for more.
Replace past clients with similar, high-quality leads.
A strong referral strategy multiplies your success.
3) Events
Networking and hosting events may seem demanding, but showcasing your expertise in a structured setting is one of the best ways to expand your reach without chasing leads.
4) Marketing (Traditional & Digital)
Marketing covers everything from social media to print materials.
Always ask new leads how they heard about you—this helps track what’s working.
Stick to a simple strategy, such as our daily 3/1 marketing blueprint.
Optimize your approach based on results.
5) Paid Advertising
Investing in online ads (social media, search engines) and offline promotions (billboards, print) can amplify your reach. However, without a well-defined strategy, it can drain your budget.
Before spending, consult with a 90-Day Sales Coach or industry expert to maximize returns.
Exercise: Do you know where most of your leads come from? Are you tracking their sources?
Part Three
New Targets
Weekly Vision Board
Struggling to fill out your weekly Help List with 10 new targets? That’s a sign you lack a clear target audience.
By the end of 90 days, you should have a database of at least 200 ACTIVE prospects, and updating your list should take no more than 15 minutes.
A well-structured plan makes your business feel easy and predictable.
Keeping Your Help List Full
1) Social Media Engagement
Did anyone interact with you online this week? That’s your cue to follow up.
Leverage LinkedIn searches to find people who fit your ideal client profile.
These aren’t cold leads—they already match your target audience.
2) Leveraging Your Current Database
Your existing contacts (past clients, warm leads, referrals) are a goldmine.
A well-optimized CRM should prompt you to reconnect with these people.
Re-engage them and restart the sales process.
Exercise: Are you consistently filling your Help List? If not, what’s the challenge?