Prospecting 101
Wednesday, December 9, 2026 (10:00 AM - 2:00 PM) (MST)
Description
Prospecting 101 - Course#21131141 - 4E (ONLINE)
Instructor: Kassi Anne Xamiz-Robinson
$50 - Members, $65 Non-Members
Course Description: Prospecting 101 is designed to help brokers build a sustainable system for finding and securing new clients. The course focuses on both active and passive prospecting techniques to generate leads and increase transactions.
Key Course Components & Learning Objectives:
- Defining Prospecting vs. Marketing: Understanding the difference between active lead generation and passive marketing, and setting appropriate boundaries.
- Common Prospecting Activities: Detailed instruction on effective methods, including open houses, direct mail, door-knocking, geographic farming, and community involvement.
- System Development & Time Management: Learning to create a sustainable, scheduled plan using time-blocking techniques.
- Technology & Compliance: Utilizing Customer Relationship Management (CRM) systems, tracking Key Performance Indicators (KPIs), and adhering to regulations regarding cold calls and digital advertising.
- Database Management: Strategies for building a pipeline of potential clients to ensure a steady, non-reliant income stream.