Art of Prospecting

In the United States, the typical homeowner will get an itch to move into a bigger home, a different neighborhood or to downsize into something smaller every four to six years. To determine what the average itch cycle is for your area, look up information on folks who have used the services of your company more than once. Once you know that number, start looking through your files to find people who are approaching the beginning of their itch cycle. Contact them at least 60 days prior to when their itch cycle would start to open discussion about their current situation and needs.