BRX Pro Tip: The Dream List
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this morning. Lee, let’s talk a little bit about the dream list.
Lee Kantor: [00:00:09] Yeah. The dream list is the list of clients or prospects or guests that our clients should have on their show. And if you do this right, you should be setting them up for success. And it’s so important because it really gives some focus to your client or prospect to help them hone in on who is the most important person, who are the people that they want to meet that’s going to really move the needle in their business.
Lee Kantor: [00:00:38] Now, in our model, we feel like the focus primarily should be on folks that are sales prospects. Eighty percent of the guests should either be a sales prospect or a referral source. And those referral sources include association leadership. So, they should be somebody that, if you meet more of them, over time, they’re going to move the needle in your business.
Lee Kantor: [00:01:02] But like everything we do here, we’re serving the entire ecosystem, so the other 20 percent of guests should be the rest of the niche that you serve, thought leaders, influencers, some of the smaller players, even competitors. So, you should be serving the entire ecosystem, but you better be making sure that, you know, you leverage that 80-20 rule. That 80 percent of the guests that come on the show should be somebody that’s going to write you a check or refer you to somebody that could write you a check.
Lee Kantor: [00:01:32] And you really want to make sure that you’re focused on those folks. Because, otherwise, if you flip it and 80 percent are people that are just nice to have, not must haves, then this is not going to be as effective as it can be. And you’re not going to get the results that we know that you can get if you focus on the people that will provide the green dollar ROI that we are constantly reminding our folks that that’s what they should be aiming at.
