Field Guide to Farming And Prospecting
(Updated October 2009)
Developing new leads is crucial to expanding a successful real estate business. Here you will find tips for getting started in farming and prospecting, and ways to enhance your results. A wealth of resources are available to you from NAR, including a variety of Toolkits and articles from REALTOR® Magazine Online, and an abundance of books, eBooks and related Field Guides from Information Central. Finally, updated information pertaining to telemarketing and the "Do Not Call" rules and regulations is presented, as well as ways to utilize the internet as a viable tool in your prospecting efforts. (C. Dodge, Information Specialist)
Features from REALTOR® Magazine Online
The list issue 2009 - Sales & Marketing; Technology, (REALTOR® Magazine Online, Apr. 1, 2009).
The list issue 2008 - Sales & Marketing, (REALTOR® Magazine Online, Apr. 1, 2008).
Prospecting Toolkit, (REALTOR® Magazine Online, 2007).
Follow Up Toolkit, (REALTOR® Magazine Online, 2007).
Handouts for Consumers Toolkit, (REALTOR® Magazine Online, 2007).
Build a Better Website Toolkit, (REALTOR® Magazine Online, 2007).
The list issue 2007 - Prospecting, (REALTOR® Magazine Online, Mar. 1, 2007).
The list issue 2006 - Prospecting and Service, (REALTOR® Magazine Online, Mar. 1, 2006).
Getting Started 
10 Killer lead generation ideas: How to turn the 'faucet' on full blast for all the leads you need, (Broker Agent Social, Aug. 26, 2009).
Increasing sales production through quality of the prospect, (Realty Times, Aug. 21, 2009).
How to generate quality leads inexpensively, (Broker Agent Social, July 15, 2009).
How to write an effective real estate prospecting letter, (activerain: Marte's Blog, Mar. 14. 2009).
Top ten tips to boost your business: Tip 2, "Prospecting is gold", (Realtor.org, Apr. 2008).
How to expose yourself: In the media, on the internet, and in your client's inbox, (California Real Estate Magazine, Mar. 2008).
National Do Not Call Registry (www.donotcall.gov).
Warm up to cold calling, (Florida REALTOR®, 2009).
Free scripts to help you generate more business, (Broker Agent Social, July 27, 2009).
Fear: The ultimate career killer, (Realty Times, June 4, 2008).
Are you a twit or a power twitter? The 5 best reasons to use Twitter, (Broker Agent Social, Sept. 11, 2009).
20 ways to increase your web site traffic and stickiness, (Broker Agent Social, Aug. 13, 2009).
Writing great content for your website and blog, (Broker Agent Social, Mar. 9, 2009).
Getting to know web visitors key to improving lead management, (B to B, Aug. 13, 2007). Q
Smart technology for working leads, (Mortgage Banking, Aug. 2007). Q
Give searchers what they are looking for - and get the lead, (RISMedia, Mar. 2, 2007).
eBooks & Other Resources
eBooks.realtor.org
The following ebooks and digital audiobooks are available to NAR members:
E-Marketing (Adobe eReader)
Beyond Traditional Marketing (Adobe eReader)
Sales Dogs - You Do Not Have to be an Attack Dog to be Successful in Sales (Mobipocket)
Customer-Centric Selling (Overdrive Digital Audiobook)
Fool Proof Marketing: 15 Winning Methods for Selling Any Product or Service in Any Economy (Adobe eReader)
Easy Step By Step Guide to Telemarketing, Cold Calling and Appointment Making (Adobe eReader)
Persuasion - The Art of Getting What You Want (Adobe eReader)
Success as a Real Estate Agent for Dummies (Adobe eReader)
The Networking Survival Guide - Get the Success You Want By Tapping Into the People You Know (Adobe eReader)
Get More Referrals Now - The Four Cornerstones That Turn Business Relationships Into Gold (Adobe eReader)
Books, Videos, Research Reports & More
The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800.874.6500 for assistance.
Magnetic selling - develop the charm and charisma that attract customers and maximize sales, (New York, NY: American Management Association, 2006). HF 5438 B62
Dress your best ... , (New York, NY: Three Rivers Press, 2005). GT 5524 K28
The Fred Factor, (New York, NY: Doubleday, 2004). HF 5500 Sa5f
Dare to Be There - Power Prospecting, (David Knox Productions, 2004). DVD 012
Hard work: success made easy, (Phoenix, AZ: Henry Cooper Press, 2004). HF 5386 C85
Field Guides & More
These Field Guides and other resources in the Virtual Library may also be of interest:
Field Guide to Do-Not-Call, Do-Not-Fax and Do-Not-E-Mail Laws
Field Guide to Effective Online Marketing
Field Guide to Marketing Tips for REALTORS®
Field Guide to Sales Techniques
>> Have an idea for a new Field Guide? Click here to send us your suggestions!
The inclusion of links on this Field Guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked to this Field Guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.
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