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Prospecting in Real Estate

Prospecting realtor with headset

Daily calls matter

Prospecting is probably the one misunderstood activity in the real estate business. Most people that come into real estate are coming from an environment in which they were trading time for money. It is difficult for people to learn how to “prospect” or, for that matter, to even grasp the whole idea behind it.

In essence, prospecting is the activity (or group of activities) that all sales people must do in order to ensure that they have a steady stream of qualified prospects (buyers, homeowners/property owners, first-time home buyers), with whom they will do business.

People that are new to the business of sales can either reinvent the whole process and/or learn from scratch, or they can find a mentor who can lead them through the maze and demystify the process, so that results come sooner than later.

Ray learnt this process and practiced this craft successfully for many years. This made it possible for him to enjoy a full pipeline of prospects that resulted in an annual average production of 100 transactions per year over a 15 year period.

Ray is actively working with a select group of sales associates who want to learn these skills. If you would like to attend an informational session or a confidential meeting, please click  on the link, below.

Set Your Goals, Change Your Life & Celebrate!

By Zig Ziglar

Studies tell us that only 3% of people in the North America set goals, and they are among the wealthiest people on the continent! Worldwide the percentage is probably lower. Why so low? There are several reasons, but the one that concerns me the most is lack of know-how. When we ask people why they don’t set goals they often say, “I don’t know how.”

Isn’t that remarkable? We send children to school for 12 years . . . Read More

Revitalizing Senior Citizens

By Zig Ziglar
In an exciting article in U.S. News & World Report, Joannie M. Schrof shares some encouraging information with the Senior Citizens of America. She cites numerous studies on aging which I find very promising. She quotes from Harvard psychologist Douglas Powell’s book, Profiles in Cognitive Aging. He says that a quarter to a third of subjects in their eighties performed as well as younger counterparts. Even the lowest scorers suffered only modest declines.

Research indicates . . . Read More

Raising Positive Kids

By Zig Ziglar
Today I’d like to talk about a remarkable family from inner-city New Orleans, the Lundy-Smiths. Susie Mae Lundy and husband, Willie J. Smith, a Baptist pastor, raised nine successful children. According to Fortune magazine, the parents set an entrepreneurial example built around commitment, faith and hard work. Each child grew up with assigned responsibilities. By age five the six boys were expected to hose down and sweep the driveway of the family’s Exxon gas station . . . Read More

Paul Gauguin

Paul Gauguin is one of the most unique and respected painters of the post-impressionist movement, but what’s even more amazing than his works is the story of how he came to create them.

In the early 1870s, Paul Gaguin was living an ordinary life as a married stockbroker in France, all the while harbouring an overwhelming desire to become an artist. Unable to let go of this dream, he eventually abandoned his wife and family and began to paint . . . Read More

Out Of The Ashes

By Zig Ziglar

Many times disasters and/or tragedies spawn incredible accomplishments and enormous progress. A tornado in August of 1883 devastated Rochester, Minnesota, and yet from those ashes came the world-famous Mayo Clinic. According to Daniel J. Murphy in a recent article in The Investors Daily, “Mother Alfred Moes, the founder of the Sisters of St. Francis, brought her untrained nuns to assist in nursing those who had been injured in the tornado. While there, she convinced the leading . . . Read More

The Whale

A few years ago, I read a front-page story in one of San Francisco’s local newspapers, the SF Chronicle, about a female humpback whale that became entangled in a spider web of crab traps and lines. She was weighted down by hundreds of pounds of traps that caused her to struggle to stay afloat. She also had hundreds of yards of line rope wrapped all around her body including her tail and a line tugging in her mouth.

A . . . Read More

Intelligent Selfishness

By Zig Ziglar

Fortune Magazine published an intriguing article on a multi-billionaire from Hong Kong named Li Ka-Shing.  His two sons, Victor and Richard, were raised in their father’s business, attending board meetings and conferences where they were instructed, informed and indoctrinated in their father’s philosophy.

Obviously, if you’re worth a few billion dollars you have a different approach to your children than most of us would.  For example, how do you explain to a nine-year-old that he can’t . . . Read More

Integrity – Then Ethical Behavior

By Zig Ziglar

There is much talk today in America about how to reinstall ethical behavior in the home, school and business environments.  While I applaud the conversations, I believe it’s putting the cart before the horse.  The horse, in my opinion, is integrity.  Integrity is who you are, a measurement of your character and, consequently, the determining factor in your behavior.  Ethics are the result of our integrity.  It’s true that people of integrity will occasionally do unethical . . . Read More

Value of Your Time

Improbable, Impossible and Can’t Happen

By Zig Ziglar

(Part One of a Two-Part Series)

He wore tennis shoes, $2 pants, no glove, and carried a $20 golf bag and a $70 set of clubs.  He was pot-bellied, had long sideburns, played with a wide stance and a strong right grip.  He held his hands high and away, used about a three-quarter swing and had an open stance.  (That’s not the way the P.G.A. golf pros teach the game.)

I’ve just described one of the . . . Read More