Realtors, a very important question.
How long are you willing to invest in relationship.
This important question. How long are you willing to invest in nurturing the little seat of trust and relationship before you attempt to harvest the referral? Or before you give up inside the seed will never bear fruit?
A financial advisor, John Curry, frequently tell stories of prospects calling his office, seemingly out of the blue, to make an appointment. When they arrived at his office, they're carrying a pile of postcards, newsletters and materials they received from him. In one case, a prospect had a postcard from seven years prior.
In another case, a couple arrived with a stack of his newsletters. And they left, having purchased a six-figure annuity. They simply presented their financial symptoms to carry their financial doctor, who wrote a prescription to fix a problem.
He is not diligently followed up with, stayed in front of, or become familiar to those prospects, it is unlikely he would have had the opportunity at all. And if he did, it would have required significant selling to get the deal.
So the question is how long and how much energy are you willing to dedicate towards your clients, or should I rather say your future clients, to get the business? Most of us fall short and stop after just a few attempts thinking that were hassling the people are bothering them.
That's why I painting of their home is such a wonderful reminder. Imagine if you met this wonderful couple at a cocktail party, and they have this wonderful huge home and their thinking about selling it. And as a way to introduce yourself and congratulate them on their beautiful home you actually give them a painting of that home as a way to say I recognize how beautiful the home is and how much it means to you and I just want to say here you go.
While that may not earn their business, but it probably will, but if you follow up with postcards, thank you cards, letters of interest over the years it will build and deepen your relationship and your trust with those people until they eventually say "you know were looking at selling a home and we know exactly to speak to."
Enjoy the painting.
Russell McRae,
Paintings start at only $200 and arrive matted, framed, nestled in our handmade packaging, with a thank you card ready to present to your clients.
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This is from the book Giftology by John Ruhlin,I highly recommend this book.
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