PROSPECTING WITHOUT A SALES PITCH

Realtors who generally rely on their "sphere of influence" can also get business from strangers without door knocking, cold calling or advertising. Although it's smart to be prepared for a talk about the local housing market on a moment's notice, they should be able to do so without delivering a sales pitch. Additionally, real estate pros should spend a lot of time gaining knowledge of the local market, reading neighborhood newspapers, attending meetings on topics such as local transit and making trips to shopping districts and new-home communities. This type of knowledge can be more important than a business card or a speech in generating business from strangers.

Source: Realty Times (04/21/08) Allan, Jennifer
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