A sales lead is an active lead — an active opportunity to run the typical sales process. It’s urgent. The sales seed is not urgent, but it’s just as important.

A sales seed is where we discover, through performance measurement, an opportunity to improve a person’s home — but not necessarily today. With a sales seed, we identify an opportunity to enhance someone’s home at some point in the future.

These are the opportunities that can have a resounding impact on your business during the shoulder seasons — and keep your team employed year-round.

NCI’s David Holt explains how to properly separate sales leads and sales seeds, in a clip from this week’s episode of the Cracking the Code.

Watch the clip from this week’s episode of Cracking the Code below, and visit EGIA.org/Show to watch the full show, before it goes in the members-only archive on July 16th.