Category 4: Leads Breadcrumb

Category four breadcrumbs, leads. What's a lead breadcrumb? It's any statement that somebody makes to you in which they're excited about something, they're intrigued. It has their curiosity and it has a positive message. It's a positive thought and their tends to be a recency that has caused this excitement. Somebody says, "I'm really excited about this particular stock right now. My mother-in-law got into it and she's making a ton of money. I'm excited about that." Now, we see that and we go, "Okay, that's where they're going." They're going down an area and we want to show our value proposition, whether that's a good or bad decision. What they most want us to do, when somebody gives a lead breadcrumb, they want us to discover on their curiosity, "What is it about your mother-in-law's decision going to that stock that was so successful? What is she saying about that?" They're not done. When somebody makes a lead breadcrumb, they stop. It's usually a short statement. They want to go on and on and on. They want to explain, but they first want to know, do you care? When we hear these positive statements, there's going to be some level of recency to it that's category four, all we have to do is discover on that breadcrumb.

 

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Neither MFS nor any of its subsidiaries is affiliated with Eric Maddox. The views expressed are those of the speaker and are subject to change at any time.

 

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