Here’s the answer to the question, “What is the one thing I should do to get business?” Yes, people are always asking me that. I think it’s because I’ve written two resources for would-be and new agents: Become Tomorrow’s Mega-Agent Today and Up and Running in 30 Days. Now, we know that becoming a skilled real estate agent isn’t just one answer. But, there is one thing you can do that requires
No skill
No experience
No money
Little time
(Perfect for new agents!)
And, this one thing will make you stand out from the crowd better than any other one thing you could do! What is it? Simple:
Write a thank you note (a real hard copy note, not an email)
Why?
Because manners and ‘thank yous’ have gotten increasingly uncommon! You will stand out simply because you’ve taken the time, thought about that person, and cared enough to write—and put that 44 cent stamp on it.
Write More Than One Note
I’m not going to tell you to write a certain number of notes per day. You set your standard (that means the minimum you’ll do).
What to Say
Thank you. Thinking about you. I appreciate you. I used your advice. Here’s something for you that would be helpful. I found the information you wanted.
Big important sales principle:
Contacting people is simply finding an excuse to write, pick up the phone, or go see.
My challenge: How creative can you get?
You are more creative than you think you are. Now, sit down and think hard about 5 people you’ve started to work with, but need to contact now. What about them fits into any scenario for you to write that note, pick up the phone, or go see?
You’re now using ‘advanced’ sales techniques, and you already know how to do all of this.
Proof is in the Pudding
My first year in real estate, I sold 40 homes. Also, I sent more things in the mail than any other of the 30 agents in my office. Why? Because I wanted to create a ‘critical mass’ of people who thought I was wonderful. Yes, you can also do this with social media. But, you want to stand out. And, you will stand out much more if you write to one person than to many. After all, you are working with that one person who will pay you thousands of dollars. He/she is worth that special, individual effort! That’s the one thing you should do to get business.
