Marketing Strategies and Tools

Prospecting is the lifeblood of sales success. It is generally the area that separates successful salespeople from all others. It uncovers the needs and problems that your service can help solve. Prospecting today is about building and maintaining relationships. The fastest way to double your income is to double your prospects.

• Nearly 50 percent of sales are made due to personal relationships. If you prospect consistently and build relationships with your clients, you will gain referrals and leads.

• More than 70 percent of home buyers and sellers are satisfied with their real estate professional and would use them again, yet only 11 percent of them actually do! Why? Because clients haven't heard from them and they assume the agent didn't want to do business with them. The answer is to stay in touch constantly and build long-term relationships.

Remember that everyone can be a prospect: people you've done business with in the past, previous clients for referrals, friends and family, members of organizations you belong to, people with whom you do business, etc. Each contact you make sets the stage for the next contact.