PROSPECTING

Process of identifying potential customers. L

WARM PROSPECTS

Sphere of influence. T

COLD PROSPECTS

Potential clients and customers not in your sphere of influence. B

TARGET MARKET

Defined group of properties or individuals with similarities. P

FARM AREA

Geographic target market. F

FSBOs

Properties that the owner has not listed with a real estate broker. H

TRANSACTIONAL EMAIL MESSAGES

Emails sent as part of an ongoing commercial transaction. R

PROSPECTING STRATEGY

Activities you will use to contact prospective clients and customers. M

DIRECT MARKETING

Making phone calls and mailing or emailing promotional materials
directly to potential customers as opposed to through mass media. C

TELEMARKETING

Direct marketing that uses the telephone to reach potential customers. Q

JUNK MAIL

Unwanted flyers, brochures, and other marketing pieces. I

EZINE

Periodic publication distributed by email or posted on a website. E

EXPIRED LISTING

Property that did not sell during the specified period with the listing
broker. D

PERSONAL SELLING

Any form of direct communication (usually face-to-face) between a
salesperson and a customer. K

FLOOR TIME

Set hours a sales associate must be in the brokerage office to answer
incoming phone calls and handle inquiries from walk-ins. G

NETWORKING

Practice of making contact and exchanging information with other people
of groups. J

SOCIAL MEDIA

Any form of online publication or presence that allows end users to
engage in multi-directional, online conversations. O

BLOG

Personal, online diary or journal. A

TWEETS

Micro blogs. S

REFERRAL

Recommendation. N