Prospecting has always been a valid technique that will lead to real sales success. Particularly in times like these, when real estate sales are slow, agents and brokers seek an approach that salespeople who hate pressure and force and rejection can use to get more appointments in less time and with less emotional stress on themselves.

But prospecting requires positive expectations. It requires a positive-results mindset, in part to overcome the influences of all the other agents who don’t prospect, don’t value prospecting, and stand by to negatively influence your vision and expectation of success.

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