Part 1: Looking to Improve Your Prospecting Skills? Be There!

David Knox
Published: 01/19/2011
Posted by: RET Staff

What’s the world coming to? Doesn’t it seem that most businesses today actually are looking for ways to avoid talking to customers? The airlines are a classic example. Want to make an airline reservation by telephone? Good luck! Just to accomplish this means spending several minutes going through an elaborate push-button menu. Then you are on hold for who-knows-how long. Really, the airlines would rather you go online, make your own reservation, get an e-ticket and print out your own itinerary and receipt.

I don’t think companies intend to avoid customers. I think they want to use technology to its fullest extent to serve customers better and in the most cost-efficient way. But they have been overrun by technology.

Some real estate agents are doing the same thing, especially when it comes to prospecting. They are searching for a technique, tool, software or system that will eliminate the task of prospecting, when in fact it will only eliminate prospects. It’s time to get back in touch with some real, fundamental principles about the reality of prospecting.