To prospect effectively, you first have to know your prospect. We will cover the essential steps of exploring your natural markets, and points to consider in uncovering other potential markets for specialization. Further, with those steps completed, you will be ready to build your network.

By learning the curriculum, completing the field assignments and participating in the classroom session, you will:

Understand who is and who is not a prospect, and begin to focus on people with whom you can most easily connect: your natural markets.

Discover new opportunities by specializing with certain groups.

Learn the realities of networking and the difference between building contacts and building relationships.

Understand that not everyone you meet will feel uncomfortable putting you in touch with who they know—and what you can do about it.

Wake up the dormant “rainmakers” that may lie hidden in your network.

Learn step-by-step approaches to begin acquiring new prospects today through the time-tested approaches to networking.