Find Your Prospecting Niche

In this episode, I am bringing you Part 2 of our nine-part series with the “Follow Up Queen” Athena Captain. Athena brings a refreshingly brutal transparency to the sharing of her experience, both in success and failure, making her a very relatable sales coach. She teaches 9 fundamental strategies to creating and maintaining a sales referral engine.  

Named one of the Top 50 Women Making a Difference in 2020, Athena Captain believes that leadership is only effective if it comes from a genuine desire to serve, and from hard-won experience. Athena teaches her 9-Step System to help others develop their own referral-based businesses. She has successfully coached and led sales teams in real estate for over twenty years. Within her community, Athena is a Co-Founder of the Savannah Station Equine Therapy Program, in honor of her daughter Savannah, and Athena is a board member of Oklahoma Family Network.

Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group.  We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?

Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Discussion Points:

• Defining prospecting – what behaviors and actions constitute ‘prospecting’?
• What kinds of conversations are important when speaking with prospects?
• What about scripts? Are they useful when prospecting?
• What is the best way to prospect– email? Text? IMs? What does the ‘conversation’ look like?
• Your prospecting plan and what it should include
• What does a good (or bad) prospecting plan look like?
• Tracking your plan and your actions is imperative– you need to see results
• What about agents? Should we use them for prospecting?
• Takeaways– past clients and referral partners- are you utilizing these resources fully
• Stay tuned for another part in our series next month

Resources/Links:

Athena Captain Website

Athena Captain on FB

Athena Captain on Twitter

Athena Captain LinkedIn

Taylor Ellard LinkedIn

Atlantic Bay Mortgage Group