In this episode, we sat down with Doug Cogswell, EVP of strategy at Pursuant. We talked about Relationship Mapping. Doug shared his expertise on relationship mapping and highlights the following.
There are three things that matter most in finding your best prospects: capacity, attachment (aka engagement or affinity), and interests. In this episode, Doug talks through use cases on relationship mapping which include the likes of:
• Who should be my top class agent candidates for the upcoming class of ’92 reunion?
• Which prospects should I assign to which class agents?
• How can I lever this data to reach a specific top prospect?
• We’re organizing an event in Miami in 3 months. Who can I lever to fill it up?
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