Smart Prospecting means just that, You interact only with high value prospects.

Terry,  I love the golf analogy.  It makes so much sense.  Especially, if you consider people credit.  Only work with good credit and drop the bad credit people.  I will check out the site.

So true, Don't fool with them unless they are ready, willing, and able.  It waste so much time and energy when you do.  I did that for about the first two years of real estate.  Now I refuse.  My time is valuable.  I do continue to send instant emails out to people who aren't ready for when they decide but I surely do not spend a lot of time on them.  Thanks for your post.

@ Iam Gone:   I disagree with you and I'll tell you why.  True, it only makes sense to work with people who are ready, willing, and able to buy.  I hope you continue that thinking because I'll take the rest. 

What I mean is this.  I recently was talking to a friend of mine in the restaurant business who would really like to buy a home, but didn't have the credit score to qualify for a mortgage.  It just so happened that we had had a credit specialist talk in our last sales meeting.  Now, some people may know what I'm talking about when I say OPP (Other People's Power).  All I did was tell my friend about this company and asked if I could pass his name along.  Sure enough, he said yes.  My part was then done. 

Fast forward to now.  He is in much better credit condition and still improving.  We're hoping to start the home search soon.  On top of that, he has told others how much I helped him.  I've gotten two calls so far.  That's great for passing a name along.

Lead generation is the fuel for the engine and Prospecting is a key ingredient in Lead Generation!