I have written posts in the past where I have mentioned that I have never mailed out postcards or newsletters and yet my business has flourished over the years.
What I do is make A LOT OF PHONE CALLS. I also write a lot of hand written "Thank you" notes and if something major takes place related to real estate I will send information to a select group of clients. The phone calls however are my bread and butter.
I will call my past clients at least 5-6 times during the year and I go against all the rules by never asking for business. I make all my calls about the client or customer and never about me. I ask them about their families, health, hobbies, etc. The result is a tremendous about of repeat business. I have even had a man actually cry on the phone earlier this year because he could not believe I was calling again. I had sold their land 3 years prior and was still calling them to see how they are. 3 days after a called this man I received yet another referral from them.
I was talking to a Realtor friend in another state early this year and she explained to me she was really struggling with her real estate career. She said she had been sending out postcards on a regular basis for over a year with very little to show for it.
She asked me what the #1 lead generation tool was that I used. I told her hands down it is the telephone. A close second is hand written thank you and other types of notes. I explained several positive things that had happened to me by calling current and past clients a lot and she was amazed. I have not taken floor time since 1997 and these calls and personal notes is all I do.
My friend decided to try this and around the 1st of April she started making a lot of phone calls to current and past customers. Each time she was careful to not ask for business but to make the call all about the client/customer. She also started sending out a lot of hand written notes as I suggested.
My friend called me yesterday to tell me that since she started calling current and past clients on such a regular basis starting April 1, 2007 she has had 9 referrals and has closed 5 of the referrals. Not bad for just making more phone calls and for only a 7 month time frame!
"When people see how much we care it develops a trust that no number of postcards or newsletters could ever do" My friend and I are living proof of it.
Go out and make some calls!
Vero - Thank you dude...have a great day!
Michelle - Thank you my friend. Personal phone calls mean so much to my sphere!
Randy - Thank you my friend
Susan - Don't forget this is a very powerful tool my friend an the clients love it.
Missy - Good luck to you my friend
Bryant - Thank you my friend and all my best wishes
Telephone? You mean you actually talk to people? You don't just email? IM? Text message? Radical!!!
Thank you notes? You mean you actually send mail through the postal system? Not just impersonal post cards? You don't just email? IM? Text message? Radical!!!
Hope you don't mind my sarcasm. I think the hand written notes and actual telephone calls go a long way. And they will remember you when because you didn't just talk about you. Back to old school communication.
(I also try to remember birthdays. People always remember that you called them on their birthday.)
George,
People do not care that you know as much as they want to know that you care.
Hi George,
This is hands down the best way to reach out. We never could wrap ourselves around asking for referrals but we are working the calls into our new business plan for 08' because I totally agree with you. Thank you for sharing more great ideas!
George, you're right... the phone call and personal letter are a lost art. People who use these tools have the personal touch that you just can't give through e-mail or mass mailings. Thanks for highlighting the more human side of communication and marketing. I will try to remember this post next time I have the urge to 'just send an e-mail'.
Wendy Casey - Vancouver, BC
George: It's amazing how something so basic can make such an impact. When most of us get in this business, we don't have the marketing budgets that we acquire after a few years of success.
Touching the lives of others in such a personal way is a form of marketing that money can't buy! Great post.
Matt - FORD stand for Family, Occupation, Recreation and Dreams. When I have conversations with my sphere I always use FORD and it's never about me or business. Thanks and have a great day.
George, I know I have to overcome my barrier about making phone calls. I so much prefer writing cards, but I know that talking to people is so much more personal. You article gave me the encouragement to pick up the phone. Thanks.
Sandy
George- Great post!
Thanks for sharing your success story with all of us here. I know that there is great power in the personal phone call and the handwritten note. Luckily for me my handwriting is so terrible that it is impossible for others to read. That way I just write a note that would translate out to
Dereae Gioiuaer,
It wuaor guart toae serjhoey you aiojlkr!
wjerlk shoaj dfjsdklads toaghe
Gehta,
Scot....
I think I need to work on my penmanship =)
Excellent Post!
Scott Cowan
Rainier Real Estate
www.scottcowan.com
George,
You are right, sales is a contact sport and the phone is one of the most effective ways to make contact!
Thanks,