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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®
  

QUIZ: PROSPECTING

 Unless you have all the business you can handle already and don't need any new clients, it's time to see how your prospecting savvy stacks up.

1.Salespeople should prospect only when times are slow.


2.It's OK to tell prospects you have a buyer for a certain type of house even if you don't have such a client.


3.One out of every five FSBOs eventually uses a real estate professional to sell their homes.


4.You can call your past clients for up to two years after the last transaction.


5.You can call a FSBO seller whose number is listed in the National Do-Not-Call Registry in an attempt to obtain the listing.


6 .Home builders often sell the homes they build themselves, so they seldom are a good source of business for the salesperson.


7 .Using codes to track the effectiveness of your prospecting efforts is the best way to determine which methods are most effective.


8 .Salespeople should stick to only one form of prospecting so that they can track the effectiveness of the method more easily.