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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If you want to get top dollar for your home, it will require more than just a for sale sign in the yard. Following some of these simple rules could put a bigger smile on your face when you receive an offer from a buyer.

Did you know that approximately 80% of buyers purchase a home based on emotion? We want to capture the buyer’s emotions when they walk in your front door. This isn’t too difficult or expensive to accomplish as long as we put some thought and focus into this.

The first thing you want to do is put on a “buyer hat”, go outside and walk up to your home. How do you feel? Are you excited? Do you like what you see? What could you do to entice the emotions of the buyer? In almost every facet of business we have heard the term “First impressions count”. This is also true in real estate. Another popular saying is “Does the home have curb appeal”? Both the inside and the outside of the home should have “curb appeal”.

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Arizona’s anti-deficiency statue goes into effect September 30, 2009. The Federal Law prohibits lenders from recovering assets against borrowers, such as autos and bank accounts, after the lender forecloses on the borrower’s property. There are key requirements that apply, to fall under this new statue.

The law which takes effect September 30, 2009 prevents a bank from going after the borrowers assets, such as cars and bank accounts once the home is foreclosed upon. The statue addresses two major factors, the type of owner-occupancy and the type of loan. Based on these two type will determine if the law applies.

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A key component when purchasing a property at a Trustee Sale (or any sale for that matter) is to research the chain of title. You can typically purchase a ‘”limited title report” for $80.00 to $110.00.

The purpose of this title report is to ensure several things. One, we want to confirm that the foreclosing lender is in first position and secondly are there any property tax, mechanic or IRS liens attached to the property.

When you purchase a home at the Trustee Sale, you are buying a lien, not a property. If you don’t do your research, you could accidentally buy a second position lien in which case you will have bought an obligation to pay off any first position lien.

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Its hard enough just to talk to strangers, but when you add to the fact is stranger who is possibly under duress because they are in jeopardy of losing their home adds more pressure to an already uncomfortable situation.

As investors it is important to understand that many homeowners around the United States are facing just this scenario, and we could be their panacea to all their problems.

If you knew that you had the capacity to possibly halt a foreclosure by working out a creative deal between you and the home owner, you could be a blessing they are looking for a taking a very stressful burden off their hands.

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