Proactive prospecting can be much like physically exercising regularly. It’s something that you know is good for you and will produce predictable positive results, yet is something that most sales people always seem to avoid!

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.

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The power of the business card. I have been in commission sales for over 20 years and wanted to share with everyone the simplest and most cost effective marketing technique that has generated more sales more than any other approach. The examples below are based on my direct experience in real estate. No matter what type of sales industry you are in, I think you will find it possible to use this same approach. It might require a little more initiative and creativity but the basics are there to help you generate more sales than you could ever imagine.

When I first started in the sales industry in 1990, I was pretty much on my own. I had no clientele and even though I had many friends and family, I felt I couldn’t just depend on them wanting to purchase homes. When I look back now, I am so thankful I didn’t because not one of my sales ever came from one of these sources.

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