CE: How to Find Your Target Market

Athena Captain

Athena Captain is Director of Sales and Marketing at Turner & Son Homes, where her passion is building a referral-based company in a niche market.  She has helped create a business model that allows Turner & Son Homes to become the “concierge” of building on land in Oklahoma.

Athena has successfully led sales teams within retail, banking, and finally bringing her talent to bear in the construction industry.

Athena has developed a prospecting system while at Turner & Son Homes that allows any sales professional to become a referral magnet.  She will share her system in her upcoming book The Making of a Rainmaker, soon to be released nationwide.  With the launch of, she hopes to help other sales professionals, business owners, and companies apply her proven systems to increase revenue through referrals.

She was honored to be a finalist for Edmond Woman of the Year in 2014.  She is active within her community as a Board member for Oklahoma Family Network, and she is on the Leadership team of Savannah Station Equine Therapy Program.

2 hours of elective credit!!

Course Objective:

The student will be able to identify his/her Ideal Prospect by demographic and psychographic criteria, create a marketing plan to identify groups of potential prospects, and effectively mine those groups for Ideal Prospects.

Summary Description:

In this course, Athena will guide the group through the challenging process of creating and executing a real-world, working prospecting plan that each student will be able to implement successfully. She’ll start with helping each student identify and articulate his or her Ideal Prospect, Ideal Client, and Ideal Referral Partner, then move into strategies for finding those Prospects and Referral Partners where they congregate in groups. Athena will then share proven techniques for building communities of followers that contain a significant proportion of Prospects and / or Referral Partners from which to draw referrals, and, ultimately, clients. The techniques she’ll share for building those communities will culminate in the building of strong, lasting relationships with select Referral Partners and Promoters. Finally, she will outline various online and offline methods to deepen referral relationships efficiently and effectively to provide, and gain, the most value from those trusted referral partners.



September 4
10:00 am - 12:00 pm
Event Category:


Ashley Worley


OKCMAR Room 302
3131 NW Expressway
Oklahoma City, OK 73112 United States
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