Many Sales Reps are at a loss to come up with an appropriate number for the amount of traffic they should be able to generate. Some take the position that is it not their responsibility, but rather that of the builder. WRONG! Yes... the builder does have some obligation to advertise their community, but the responsibility for generating the majority of it rests on the individual sales rep. Lets say for instance that you are averaging 6 traffic units per week. If you builder has their community looking in tip top shape, has adequate signage, is well positioned with the right product at a competitive price, it would be safe to assume that 1/3 of your traffic will happen to find you. What about the other 4 traffic units? At least 2 of the traffic units should be the ever valuable "Be-Backs". These are folks that have already visited you and through your follow-up efforts they return to learn more about your opportunity. That's leaves 2 traffic units for you to generate from scratch. How to do that? Here are a few ideas:
1. Reach out to Realtors
2. Door Knockers to local apartments
3. Business cards left in local business establishments
4. Visits to local business HR departments (make sure to bring along some brochures)
5. Establish an internal referral system with current homeowners
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