Kw Success is Calling 3.12.11

Prospecting: A definition

Prospecting is a way to educate and serve people. It enables you to become a prospect¶s trusted expert or advisor, preventing them from making potentially costly mistakes that results from using the wrong agent or company that may not effectively fill their needs.

12 Prospecting Personality Profiles
1. Disparager Apprehensive

2. Preparation Immobility 8. Friend Contrary 3. Image Fanatic 4. Presentation Panic 5. Career Denial 6. Conceder 7. Social Class

9. Family Averse 10. Referral Averse 11. Telephone Terror 12. Coach Contrary

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