1. ©2007

2. ©2007

3. ©2007 Important Sales Qualities Knowledge of the marketplace Workable method of gaining exposure

4. ©2007 Suspect or Prospect?

5. ©2007 Prospecting is a planned method of gaining positive exposure to people in need of the services of a real estate professional.

6. ©2007 For salespeople to be successful, they must develop a prospecting system.

7. ©2007 Satisfied Customer Referrals Word-of-mouth Positive relationships

8. ©2007 Centers of Influence “It’s not what you know but who you know that makes you successful.” COI refers to a person who, over a period of time, can provide you prospects.

9. ©2007 Medical Business Education Church Merchants Family & Friends Service Organizations Plumbers Home Builders Electricians Appraisers Contractors Think about who you know that just might qualify as your Centers of Influence.

10. ©2007 Farming a planned, systematic method of prospecting in a specific market area.

11. ©2007 Other Prospecting Methods For Sale By Owner Expired Listings Open House

12. ©2007 Center of Influence (COI) Expired listing Farming FSBOs Leads Open houses Prospects Prospecting Referrals Suspect Chapter Key Terms