Edward Lorenzo had a theory that he presented in a paper in 1972, “Predictability: Does the Flap of a Butterfly’s Wings in Brazil Set Off a Tornado in Texas?”
Essentially Lorenzo’s theory was that, in non-linear systems a very small change at one place can result in a large difference to a later state.
Prospecting for clients is non-linear. We want it to be linear. We want to have conversations and as a result get listings and buyers. Sometimes it happens, but not often.
What happens is that we have conversations with people. They have conversations with other people who have conversations with other people. We cannot predict the complexity of this ever expanding network of communication. If we flap our wings in just the right way, we can influence the nature of those conversations and increase the chances of a tornado of business coming our way.
Exceptional communication skills and a strategic marketing initiative will help you create deliberate conversations, which will suddenly align and support your prospecting plan…Add to the mix a stick-to-it attitude and it’s akin to flapping our wings in just the right way.