Friday, November 17, 2006

Your Prospecting Engine at Work

This is a great graphical description of how a prospecting engine works. The model applies to all types of businesses, both large and small, and certainly applies to you if you are a real estate agent, broker, or mortgage professional.

As I have explained previously, the concept of a real estate marketing and prospecting system is that most of your prospective clients will not need your help right now. However, they will need your help in the future. Therefore, you put promotional tools, your REALTOR podcasts, newsletters, direct mail pieces, drip email messages, etc. into action so that they can nurture and educate your prospect about your value proposition. By using all of these tools in concert, you can orchestrate how you communicate with these prospects so that you become the one and only agent that they call when they need to buy or sell property.

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