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Why Can't We All Just Get Along
I have spent the better part of this year consulting with the Real Estate industry and I have had my eyes opened to the inherent problems of an untrained, inexperienced, unsupervised sales force let loose in the marketplace. Agents are independent contractors and left on their own to generate sales, find prospects, and close deals. Some are resale agents, others sell in new home communities. Usually during difficult times people bond and look to each other for strength and empathy, more like a team. What I have found is quite the contrary.

Other future prospect Related Articles

Boss Mode or Getting Past the Palace Guard
There have been many, many books and articles written about the art of creating rapport with prospects. Usually what it boils down to is being like the prospect as you can be without mimicking or imitating them. When you are able to do this well, your prospect will see you as being like them. That prospect is then more likely to feel comfortable with you and want to spend time with you and do business with you.

What’s Better Than “Word-of-Mouth”?
You will agree there is nothing better than to get a word-of-mouth referral from a satisfied customer or client. These leads usually come to you at no cost and with little or no effort on your part. A referred prospect is easier to please and quicker close. Referral leads generally buy more and will often refer you to another prospect in the future.
3. Penetration Selling -- Penetrating the Prospect's Reluctance to Communicate
Once your prospect is “located”, the Prospecting step is complete and you are ready to begin the “Opening” step. In Penetration Selling, Opening is defined as getting the prospect into open, trusting communication. That is to say, getting the prospect willing to communicate openly and honestly with his salesperson. In order to successfully lead your prospect through the final three steps of the sales process, which will hopefully culminate in a completed sale, it is essential for...
A Sneak Peek at the Future
When we look at the future, it appears as a very scary prospect: especially for men. Yet, every threat is just an opportunity in disguise.
Listen to What Your Prospect is Saying to You
Occasionally, you will come across a prospect who asks questions or offers objections that you have never before encountered, so you don’t have an ideal way to deal with them. Even so, you need to respond to your prospect appropriately. If you ignore their questions or statements, you will end up with a prospect who is seriously annoyed.
Persistence and the Honourable Retreat
Did you know: Over 50% of sales people give up at 1st contact if they get a ‘NO' from the prospect never to go back to that prospect again. At the 5th contact 7% of sales people are left to speak with the prospect to see if they can do business together. At the 8th contact there is only one sales person left to work with the prospect. Hopefully it is you. Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO'. Many fail to persist and often fail to favourably position themselves to ‘leave the door open' for future contact thus limiting their sales opportunities even further.
A Legitimate Home Based Business Opportunity - How to Attract Prospects (Step 1)
You are not trying to attract just any prospect. Instead, your intention is to attract the perfect prospect for a legitimate home based business opportunity. In order to find that prospect, you must determine the best target market.
Personal Mastery And Your Kids
Why is it important to teach personal mastery to your children? Our children nowadays are the next generation. They would be facing a future that could hold immense possibilities and opportunities. But even with this bright future waiting for them, there is also a sad future waiting, a future where uncertainties and materialism can be prevalent. How can we prepare our children to face this kind of future.
How do I get my sales people to create some urgency with the client?
If what you have will benefit your prospect enormously and they don’t go ahead now, who will lose? The prospect will, and of course so will you, but if you genuinely believe that what you have is right for your prospect you will be letting them down by not asking for the order then and there.

Eleanor Roosevelt Teaches Sales 101
Whenever I hear a prospect tell me "no" I think of Eleanor Roosevelt who once said, "Never take a "no" from someone that can't say "yes". How true... Many times the prospect that says "no" cannot say "yes" either because they aren't a decision-maker, or they are the wrong person to be speaking to in the first place. Of course the prospect never tells you they can't say "yes". So it's up to you to find out! Next time a prospect tells you "no", follow Eleanor Roosevelt's rule, and make sure that you're getting a valid "no" from the prospect you're speaking with, and not from someone that can only say "no" because they can't say "yes".

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