"He that questioneth much shall learn much," said Francis Bacon. Nowhere in sales is that statement truer than in the prospecting phase of selling. As part of that strategy, let's examine a basic but important principle of value-based selling.

You need to create a systemized approach to determine if a prospect measures up to your specific criteria. This approach needs to be applied each and every time you come in contact with a prospect. I believe it doesn't matter where the prospect comes from; he needs to be evaluated based on a standard. Even if the prospect is a referral from a "Raving Fan," he still needs to meet the standard. If the prospect does not meet the standard, I would encourage you to gracefully decline the potential business.

There are eight questions that I used during my career in real estate to determine if a client would meet my standards. I will go through each question and explain why this question was important in making the decision of who to have as a client and who to pass on.

1. When is this prospect going to buy or sell? When is the prospect ready to move? The further out the move date, the lower the motivation of the prospect. You will have to follow-up more with the prospect and you will have to invest more time to achieve a sale if the moving date is far in the future. It is difficult to make a decent income

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