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Real estate prospecting in a no-call world

Ten tips to building community presence

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For as long as there have been telephones, real estate agents have depended on them for prospecting. What are you going to do now, in this world of no-call lists and penalties? You still need to get out there and find prospects. The old rule of thumb says to spend an hour each day on prospecting, your "hour of power." It can produce great returns, so it's still the goal. It's just that now you must spend more of that time on in-person calls and networking. For example, let's say you attend two business networking events a week for two hours each, during which you are passing out your cards and meeting new people. On Friday, you spend another hour e-mailing each new acquaintance to say hello. The week's total is five hours of prospecting, the equivalent of five daily phone call sessions. Here are a few ideas for in-person prospecting. As you implement them, ask each new person you meet if you may contact them from time to time about real estate. If they say don't call, don't call. 1. ...