MODULE 3.1: Prospecting Defined and Explained

This module will define prospecting and explain its importance in the sales process. It will break down why prospecting is not just about finding leads, but about finding the right leads—those who are ready and able to purchase.

Key Topics:

• What is Prospecting?
• The role of prospecting in Sales
• Why Prospecting is crucial for a Salesperson’s Success

Exercises:

• Identify three key characteristics that make a prospect qualified for a real estate investment.

Summary:

Prospecting is more than gathering names – it’s about targeting individuals who are likely to purchase and nurturing those relationships into sales.