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90% Selling, 10% Prospecting

Russell Peter, Principal of Pure Sales, has worked in the real estate industry for over 10 years. Having been exposed to a great variety of offices, experts and agents, he notes the one aspect all these professionals have in common is the idea that in order to be a successful property agent, you need to be an expert prospector.

Some of the tips that the team has heard are necessary to be a successful agent:

Agents must make 100 cold calls a day
Agents must send 500 mail out letters a week
Door knocking – drive the streets and knock on doors!
Ask for marketing from owners (agent self-promotion)
Push Auctions, Auctions Auctions (more self promoting)
Plan excessively expensive campaigns – $2K minimum marketing for each listing
Weekly meetings with owners asking for price drops
and the list goes on…

All of the above are methods that other agencies use to accrue business, but we believe that this process does not benefit the business you have. The red writing means that the business an agency does have does not receive the attention and quality service it deserves. That is why we believe that it is much more important to selling the property you are commissioned to sell.

There is a saying in the industry that goes “90% prospecting, 10% selling”.  We believe it should be 90% selling, 10% Prospecting.


  1. posted by Terry Tai on May 20, 2014 at 4:14 am

    ” 90% selling, 10% Prospecting. ”
    Interested to understand the arrangement, and if 10% prospecting how do you get the listings ?


    • posted by PureSales on May 20, 2014 at 5:38 am

      Hi Terry,

      we have partnered with and a lot of our sales come from then. we also get a lot of leads from this website + meeting people at open homes and networking.

      we do the occasional mail out when we need more properties to sell.

      Please feel free to contact me on 0406 743 965 if you would like to know more. happy to catch up and discuss our model.

      Kind Regards Russell Peter


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