Are you an old-school prospector? You know, the kind who budgets a lot for advertising, tends to be a little pushy or aggressive and lives for cold calling? Not me! If you’re like me, the traditional way probably makes you feel a bit icky. If a sales pitch wouldn’t work on me, then I won’t use it on a prospect. I prefer the softer sell. The kind that attracts people to me instead of repelling them away. The best way to build a real estate business (or any business for that matter) is through relationship building. Building relationships with prospects on a solid ground of service creates loyalty and referrals. The downside of this type of prospecting is that it’s more of a marathon than a sprint. It takes time to build these relationships and create a pipeline that is self-sufficient and doesn’t require at least some force-feeding. Service-oriented prospecting incorporates five elements. They are value-based marketing principles, service-oriented focal points, socia…
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