This is the question many salespeople are asking in today’s selling environment. For many, sales have become slower than normal due to many factors outside their control and this results in pressure to reduce spending on prospecting. This is particularly relevant if the salesperson is responsible for their own self-promotion. The sales professional who has [...]
Effective Prospecting, How do you operate where you do? (Fourth and final in a series). As mentioned in my first article on effective prospecting the goal of continuing success and income in real estate will only come from a well planned approach to your marketing. Remember, how effective you carry out your prospecting will be [...]
Effective Prospecting – Why do you operate where you do? (Third in a series) This is an interesting question and the answer will always give an indication if the salesperson responding is operating like a business, that is, with an eye on profit. Do they have a vision, goals and a prospecting plan how to [...]
Effective Prospecting – Where do you Operate? (Second in a series) Quite often agents spend their days looking for business in a manner that has evolved over time from their first days in the industry. While they have been concentrating on the day to day need to generate listings and sales little thought has gone into [...]
Success in selling real estate and a regular income depends on effective prospecting. (The first in a series.) We have all experienced the up and down nature of our business where as a result of some of our marketing activity the listings come and then we are flat out handling the sales. When these circumstances [...]
Prospecting is the life blood of the selling profession and to be successful organisations and individuals need to understand this important activity needs their full attention. No salesperson can practice their craft unless they have the prospects to present their proposal and proceed to the sale. It needs to be recognised also that despite market [...]
