In order that proper decision and decisive perseverance may be introduced, it follows that the broker must keep all the data he can get about the tendencies, likes and dislikes of each of his list of possible investors. By means of cross indexing or other devices, he must be able to pick out those that offer the best market for each kind of property. If he is in the habit of mailing offers and notices frequently to his list of "prospects," he will save greatly on printing and postage if he can cut from the mailing list for a specific circular all those who, it is certain, will have no interest whatever in the special offering. Moreover, if this plan can be followed, the broker will avoid making his mail matter a nuisance to many people and escape the danger of having it all thrown into the waste basket because the recipient has gained the impression that none of it has any direct interest for him. Inasmuch as newspaper advertising is but a means of seeking a buyer, decision as to the class to be interested will determine the mediums to be employed, the amount of space used and the class of copy put out.

When the prospective buyer is definitely located, the broker must bring into play his salesmanship ability.