Take 5: John Dietz

Realtors who schedule prospecting time into their workday can net more listings and keep business booming. I make 40 to 60 outgoing prospecting calls — every day. The calls are scripted, and the goal is to get face-to-face with these potential clients. I follow up with more calls and written correspondence. I also work my database of past clients. Follow-up and personal contact make the difference.