prospecting
Maximize your prospecting during slower business cycles
It is one thing to pick up the phone and prospect during normal times, and quite another during a recession or depression.
Top 5 ICI prospecting mistakes to avoid
While traditional cold calling has become more challenging, does this mean it no longer works? Avoid these five common mistakes.
When to say no to a prospect
Not every prospect or lead makes a good client. You’ve likely heard of the 80/20 rule, also known as the Pareto principle.
4 things to do before starting your geographic farming
Let’s look at geographic farming. Your objective is to be first in mind when a homeowner is thinking of selling his or her home. Here are four things you need to do before starting your geographic farm.
6 questions to ask when prospecting
Salespeople always ask me what they should say when prospecting. I tell them the key is not what to say but what you ask.
Three ways to prospect at the mall
You may hate going to the mall like I do, but in this one-minute video, I suggest three ways you can look for prospects on your next shopping trip.
How to get more appointments with prospects
Setting appointments is all about being confident and giving clients an alternative of choice. Bruce Keith outlines an easy two-step process for booking more appointments, at a time that fits your schedule.
Prospecting: The chicken or the egg?
Did the number of cold calls you made result in a sale because you made the calls, or was there something else that made you successful?
The top 5 secrets to more listings
You can have all the right action steps that you need, but if you don’t have the right mindset that creates confidence, you won’t be able to implement those steps.
Watch: Qualify your prospects with the 3 Ws
Richard Robbins says, “If there’s no where, no when, no why, then you need to say good bye.” If you want to be productive, you must qualify your prospects.
