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Rapport Building For Successful Prospecting
Success in real estate sales primarily comes down to being very good at these two activities:1. Identifying the prospects you want to work with; and2. Successfully enrolling these prospects in working with you exclusivelyAt first glance it may look like building good rapport only pertains to the second activity above, but I can assure you this comes into play in your prospecting also. The reason I know this is both because of my own experience as a real estate agent, and because of my experience as a lender working with real estate agents.Whenever prospects have contacted me, wanting "all the info about financing a house", I'm quickly sizing-up whether or not I'd be interested in working with them. Most of the time I am able to get to the core of the intentions and am usually happy to help them. However, there are a certain number of people who are just "shopping for free information" and I wish them luck in their search. I don't have time to waste on tire kickers; I need to dedicate my hours to those who are seriously interested in financing their dream home.Also, in my travels I come in contact with a ton of real ... more

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