Can You Hear Me Now?
Sales Octane #8
Miss Manners has a place on the 2nd page of the Lifestyle section in your newspaper. Does her follow up etiquette have a place in your business model? Or are you all over the place like the "Verizon" guy!
One of the common complaints I hear from inspection professionals is that establishing business relationships with joint partners (REALTORS, Lenders, Attorneys) is ever increasingly becoming more difficult.
With that said, many inspectors became complacent in their closing and communication skills over the past several years. Inspectors became reliant on the home buying market and the consistency of our economic environment. Inspectors become order takers instead of business and relationship builders.
So now what? Where do you start? Pull out the excel spread sheet that lists the partners that you have worked with, warm up your hands and get ready to use these 4 tools in your Follow Up!
Hand Saw (Vigilant). REALTORS want to use someone who wants to work for them (for their client). Continue your pre-determined (scripted) phone and written contacts even when you are not receiving return calls. Do not become discouraged when a REALTOR does not return your call. It does not necessarily mean that they have lost interest. The Real Estate game never sleeps and top producers will not "chit chat", but they will recognize persistence as a quality that they admire.
Tape Measure (Time line). Expand your follow up time line. Have a pre-planned time line in your communication action plan. REALTORS may take longer to make a change in a needs decision, so you will need to stay in front of them for longer periods of time.
Adjustable Wrench (Diversify). Do not rely on only one type of follow up. To establish a relationship many forms of communication are necessary. E-mail spam blockers on many REALTORS systems may render your e-mail useless. Remember passion, personality, and character cannot be heard in an e-mail. Use the phone, e-mail, post cards, fliers, food, seminars, etc., to touch them.
Hammer (Purpose). Your follow up should be scripted and have a purpose. Demonstrate why and how your are providing value. The value can be your product or industry information. Leverage your opening by speaking with purpose. Be focused on your call or message. Make these calls in the morning. Research shows that Tuesday's and Wednesday's are the best mornings to speak with your contact list.
Now is the time to scramble, scrape, and scour for every REALTOR that you can either start, maintain, or confirm a business relationship. Use these tools to tighten, adjust, and secure a follow up routine.
I can't hear you. Did you say that time would not allow you to follow up properly? Then hire someone with a great voice and let them follow up.
Business failure is not because of lack of skill, but from lack of will!
Can you hear me now?
Miss Manners has a place on the 2nd page of the Lifestyle section in your newspaper. Does her follow up etiquette have a place in your business model? Or are you all over the place like the "Verizon" guy!
One of the common complaints I hear from inspection professionals is that establishing business relationships with joint partners (REALTORS, Lenders, Attorneys) is ever increasingly becoming more difficult.
With that said, many inspectors became complacent in their closing and communication skills over the past several years. Inspectors became reliant on the home buying market and the consistency of our economic environment. Inspectors become order takers instead of business and relationship builders.
So now what? Where do you start? Pull out the excel spread sheet that lists the partners that you have worked with, warm up your hands and get ready to use these 4 tools in your Follow Up!
Hand Saw (Vigilant). REALTORS want to use someone who wants to work for them (for their client). Continue your pre-determined (scripted) phone and written contacts even when you are not receiving return calls. Do not become discouraged when a REALTOR does not return your call. It does not necessarily mean that they have lost interest. The Real Estate game never sleeps and top producers will not "chit chat", but they will recognize persistence as a quality that they admire.
Tape Measure (Time line). Expand your follow up time line. Have a pre-planned time line in your communication action plan. REALTORS may take longer to make a change in a needs decision, so you will need to stay in front of them for longer periods of time.
Adjustable Wrench (Diversify). Do not rely on only one type of follow up. To establish a relationship many forms of communication are necessary. E-mail spam blockers on many REALTORS systems may render your e-mail useless. Remember passion, personality, and character cannot be heard in an e-mail. Use the phone, e-mail, post cards, fliers, food, seminars, etc., to touch them.
Hammer (Purpose). Your follow up should be scripted and have a purpose. Demonstrate why and how your are providing value. The value can be your product or industry information. Leverage your opening by speaking with purpose. Be focused on your call or message. Make these calls in the morning. Research shows that Tuesday's and Wednesday's are the best mornings to speak with your contact list.
Now is the time to scramble, scrape, and scour for every REALTOR that you can either start, maintain, or confirm a business relationship. Use these tools to tighten, adjust, and secure a follow up routine.
I can't hear you. Did you say that time would not allow you to follow up properly? Then hire someone with a great voice and let them follow up.
Business failure is not because of lack of skill, but from lack of will!
Can you hear me now?
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