This is the tenthepisode of A Day in the Life of a REALTOR® - a weekly article series published each Friday on RESAAS Blog and written by Kay Conageski. To read the first episode, click here; second episode, click here; third episode, click here; fourth episode, click here; fifth episode, click here; sixth episode, click here; seventh episode, click here; eighth episode, click here; ninth episode, click here.
So sit back, relax, and enjoy. Kay has some stories to tell...
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My Broker always tells the story of how he wrote a personal thank you note to a customer many years ago. That customer was so taken by the fact that someone took the time to sit down, get out stationary, put thoughts on paper, address an envelope and mail the card, that she ended up marrying him.
While not all personal notes will end with a wedding, they can have similar impacts on your clients.
In this techno world we live in today, zipping off an email that says “thanks for choosing me as your Realtor” or sending a text to thank someone for a referral, is….well….just sad. Everyone is wrapped up in their own lives, time somehow seems to speed up, and there is never enough of the rare commodity to “stop and smell the roses” anymore. Even the thought of having to pick up a phone and dial a number and actually speak to someone can make your hands sweat.
Real estate is known as a people business, but this lost art of personal communication is making a comeback – and in a strong way.
There are seminars and webinars about taking the time to write a personal note to someone who is in your sphere of influence, to reconnect with a past client by stopping by to just say “hi”, or calling that person who just shared their business card with you at a networking event.
I recently took a 12-week Peak Performers course taught by Brian Buffini. The entire course centered around this very topic. And your homework each night was about connecting with your database on a personal level. I have to admit – I was skeptical at first because I, too, fell into the quick text or email communication and called it a day.
(Image via http://blog.referralmaker.com/)
But as the course continued, I found myself buying stationary and inviting people in all categories of my database to have a cup of coffee with me, or a quick bite to eat. I even picked up the phone and called some past clients to wish them a happy home anniversary and it was like no time had passed at all.
In the past 6 months since the class ended, I have gotten 23 referrals that led to 7 closed sales from that database I never had time to work. I guess that a simple card or an actual call can go a long way. Besides, who better to ask for a referral than from someone who knows you best?
And who knows….that next thank you note might end up in the hands of Mr. or Mrs. Right.
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Kay Conageski is a REALTOR® with The Keyes Company, based in Plantation, Florida.