How Do You Give Value First?
01 09.10
Jeffrey Gitomer is a Sales God! If you haven’t picked up any of his books, you’re missing a great way of boosting your business and your life. As I have suggested many times, the first one you should read is “Little Red Book of Selling – 12.5 Principles of Sales Greatness”. This one and all of his books are very short and easy reads. Each Principle is broken up so you can read in short bursts – but get a lot out of each one. Pick one up and have it in your briefcase or car – read excerpts when you’re waiting for your appointment; have it at your desk when you want to take a brief break; have one in your bathroom for those “private times” – heck your Reader’s Digest is there – Gitomer’s books will make you more profitable.
“Give Value First” - and for free. This is a super way to make yourself an expert in your profession. Your clients will remember who’s an expert when they need to have a question answered or someone to turn to when they have to buy or sell a property. With this “Give Value First”, you have to give it to them on a consistent basis – once in a very great while or not at all does not set you up as an expert and your “loyal clients” will go work with someone they think is.
So, how do you “Give Value First” on a consistent basis?
- Set up a Client Data Base – use Outlook, Top Producer, Ace of Sales – an Excel spreadsheet of addresses – anything
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Gather content to send out – use Realtor.org / Realtor.com / Realty Times – your local paper/ Lowe’s
You can also include Seasonal fun stuff – here are some samples – Portfolio
Send out a Community Market report
Email your Client Data Base this useful information once a week – one of those weeks as a newsletter – here are some samples - Phone your prospects, current and past clients just to see how things are going and if they have any questions
- Send out reminders to sign up for homestead a month before your county’s deadline
- Get a copy of the 1st payment coupon and either email, snail mail or hand deliver it to your buyer before the payment is due
- Do not let your voice mail be your receptionist – why not answer it?
- Do not have your email on auto responder …
- Above all – if you do have to return calls, do it the same day along with email response
These are just a few ways of giving value to your clients in addition to what you already do … providing professional real estate assistance. These will help keep you in the front of your clients so when they are asked who to use or when they are ready to purchase or sell again, YOU will be the expert they are calling. I have more ideas I’d love to share with you – for free!
I’m always searching for new and innovative ways of giving value – please let me know what you do.
