Most people who want to have a transaction coordinator business tell me that sales and marketing isn’t their thing.
Well, folks, unless you have a sales force doing it for you, you’ll need to do make friends with it to create the business you want.
What if we’re making the sales and marketing process harder than it really is?
What if there was a simple, low or zero cost, way to do this?
What if the calls and conversations you had led you to work with more of your ideal clients?
And, didn’t make you feel like you had to sell your soul to make it happen?
In this free training I’ll share with you some of the mistakes I made early on in my transaction coordinator business and the things I learned to make the process of growing it much easier. I will also share with you some of the things that I do to prepare for a call and to shift the fear of doing this.
Even in the midst of the pandemic, we’re facing now, you can still use these steps.
If I can help you further to put these into action or if you need more support in crafting your marketing plan, please reach out.
Hi, it’s Michelle Spalding from the Transaction Coordinator Academy, and today I want to talk about marketing. And as I’m recording this, it’s interesting how much different our world is then when I did this presentation just about six weeks ago for the association. However, some of you may not have been able to view that, some of you may not have been members or participants in that conference, and so I wanted to just record and release an audio version of that. And I’ll be honest with you, I was a little hesitant when I was putting this together, because I wasn’t sure if now, marketing was different. And while I think there are certain elements of what is going on in our marketplace that are different, I really, truly believe the information that I’m going to share here is going to help you whether you’re starting out in business, you’ve been in business for a while, or you are in a traditional real estate world, or even in the world that we are in right now, Which as I said, this is early April, the ninth, and we’re in the midst of a pandemic.
So, I want to start this presentation off just telling you a little story about my adventures in marketing. When I first started back in 2005, I ordered 600 postcards from Vistaprint, and decided that that was the way that I was going to market and promote and grow my business. And I got these postcards, I designed them, of course, with zero skills in marketing, a very little bit in design, they arrived at my house, and I was so excited and so happy for them. And yet, I didn’t really have a list on where I was going to send those postcards to. So, the association had, in our community in Orlando, the list of real estate agents, and essentially, I created a list based on that. Now I’m sad to admit that it was sort of a random list. I can’t even remember how I assembled this list, but nonetheless, I put this list together. And my husband at the time, worked in a mail service company, and was able to professionally address those for us and get them sent out. And while I was waiting for those postcards to generate more business than I figured I could handle, I started thinking about who I was going to add to my team and how I was going to be able to deal with all the business that I just knew those postcards were going to create. And I got zero response. Zero response. And that’s just one of the mistakes that I made early in my business.
The second was when I sent an announcement out when I was leaving the law firm that I worked at, to let some of the agents know that I had worked with as well as you know, some of the lenders and so forth, that I was starting a business. And I sent this announcement out, and it was a personal announcement to those people that I had enjoyed working with. And in sending out this announcement, I got a lot of responses from people wishing me luck and telling me, you know, they’ll miss me, and they had enjoyed working with me over the years. And I just honestly assumed that by sharing with somebody what I was doing for my business, in starting a business that they would naturally send business my way. Well, just like those postcards, I got zero. And I learned that if you tell them, they won’t buy. But if you ask them, your chances go dramatically up.
Those postcards that I sent out, and the announcement that I made, started me on a path of really learning more about what marketing and sales were. Because they are a critical part of all of our businesses. And it’s how, of course, we approach them, that will make a difference in our business and of course, the people that we work with. So I’ve shared with you a few mistakes that I made, now I wanted to share with you what I believe marketing is. Marketing is really just building relationships that lead to working with your ideal clients. It’s, of course, also about weeding out those that you don’t want to work with, but it’s really nothing more, And building relationships with those people you most want to work with. It’s not about selling, it’s really more about connecting with who your ideal client is. It’s shining a light on where they’re struggling, and helping them see the solutions that you can offer that can help them avoid the struggle. And that is going to be slightly different for everyone that you’re going to encounter or meet with. It’s helping those ideal clients envision a future without that struggle. Of course, showing them as I mentioned a moment ago, how you can be the solution to this struggle that they’re having. And then lastly, I think this is the part that a lot of us have struggled with, but it’s asking that ideal client to take action. Asking them to say yes to working with you, asking them to give you an opportunity to really show them how you can help them avoid this struggle.
So before we go into marketing any deeper, I want to ask you to think a little bit more about who your ideal client is. And if you haven’t really sat down and identified that, I want to encourage you to take the time to work on that, take the time to put pen to paper and begin to think about who it is that you would most like to work with. For example, a large team with huge sales goals might be the right fit for you, but maybe you’re wanting to work with someone who values more time with their family versus more sales. It’s not that either is right or wrong, but if we’re not clear on who we want to work with, then no one will really and truly hear our message.
There was a gentleman who found my coordinating company many years ago, in the Maryland, Virginia area. And when he reached out to our office, he shared with us that he felt like we were reading his mind. He went on to share with us the story of his son who was born premature and how important it was to him to maintain a healthy work life balance, which included way more time with his son than he ever dreamt of before this child came into the world. He said there were many, many months of touch and go, and it made him really respect and value the time that he had with his son, and that every day felt like a gift. So if I would have put information out or had a conversation with him, about growing his business and selling more and becoming a leader in his marketplace, he wouldn’t have heard me because I knew my ideal client was somebody who wanted better work life balance, somebody who would respect our desire to have that in our company. He was not only able to hear the message when it was in print and posted and shared with him, but he also became what people call a raving fan, and has gone on to share with others, just how helpful our business has been. So in that example, we really only work to build a relationship with someone that we ideally wanted to work with. We helped him envision a future without the struggle of trying to keep up with everything that he needed to keep up with from contract to close, without help or support.
Now, over the years, I can’t tell you the number of people who have told me that they hate sales and marketing. That they got into the TC business because they didn’t like sales, or, they were more of an introvert versus an extrovert. And I want to just stop right now and say to you, that you have to make friends with it. That you have to befriend the sales and marketing process. That if you want to grow your business, if you want to accomplish the goals that you have personally for what you’re working toward, and what you wish to accomplish, you’re going to have to create a positive mindset around the sales and marketing process. I mean, after all, our thoughts become things and therefore our intentions, shape our reality.
So I want to encourage you to think for a moment, what is your fear around marketing? Now I often ask my coaching clients this question, and many of them have told me a wide variety of reasons that they feel like they have a fear around marketing. And I think that, before I jump into that, I want to say that I think a lot of times, it’s because we’re trying to answer questions that we think people have, versus really and truly listening deeply to whatever the struggle is that they have, that we may be able to assist them with. But a lot of times our fear does come from that lack of preparation. Maybe, we don’t have the information memorized, or the questions that we know we need to ask somebody in order to fully be able to hear the things that they need. Maybe it’s a visibility thing, or like I said a moment ago being more of an introvert versus an extrovert. And perhaps one of the reasons, this one I hear quite a bit, is that people are worried about being wrong. And also not being able to help the particular customer or lead that they’re communicating with. I think the other thing that comes up, and I will be honest with you, this one comes up for me a lot too is, perhaps “Who am I to succeed beyond whatever personal limit that I have set for myself?”. In other words, who am I to create a business or a life that’s bigger than the one that I have right now. Even if it’s what we’ve put on our goal sheet, even if it’s something that we are in air quotes working toward, a lot of times our mindset gets in the way and we are not able to move past that the way that we could, in order to accomplish the goals that we have, in order to remove the obstacle that is in our way as it relates to marketing ourselves.
So I want you to think for a moment and this may be something that you want to sit down and possibly even journal on for a moment, pause the recording, contemplate it: How much power are you giving to your fear versus your vision. I’m gonna say that again. How much power Are you giving to your fear versus your vision? And actually, is that serving you? The fear that you have of showing up and having conversations with people, the fear that you have of putting yourself out there, and marketing, and having conversations with those people that you know in your heart that you absolutely would love to work with, is getting in the way. And while we can never entirely remove fear, we can listen to it and hear what it’s trying to tell us. And if it’s trying to keep us small, or trying to keep us from growing, then we can ask it to take a backseat, and we can push past it.
What I want to just say right here right now, is not to let the fear of marketing take you out of the game. When you have a vision for your life and your business, I like to call that your ‘big why.’ And in my book, Glitter, Duct Tape and Magic, I go through an exercise where I share with you how to create that big why. But for now, what I want to say about that idea is when you are in sort of that fear spiral, that not being prepared, “I’m afraid to be visible, I don’t want to be wrong, who am I to do this”, reconnect with your why, and think a little bit more deeply about how you want to feel in your life, in your business, and then begin to move forward with the steps that I’m going to go over in a little bit more detail here, to help you begin to market yourself and your services.
The next thing that I want to talk about which does lead to a lot of people’s concern is value. And what I mean by value is knowing with confidence that there is value in yourself and your services, and in order to properly market yourself, you have to believe it, and we have to show up every day believing it. Even when things are tough, even when there’s struggle, and there’s challenges and even now, in you know, the midst of the situations that we’re having here in our world, we must know and believe in the value that we have. So let’s talk about changing the idea of what we’re doing. From sales and marketing, to outreach, education, and relationship building. Maybe if the idea of sales and marketing sort of brings up some anxiety in you, and it’s something that you’re fearful of, something that you struggle with, perhaps just changing your approach to it will help you a little bit more. Now we’re looking at it as educating our ideal client on the solutions that we have. We’re looking at sales or marketing as outreach, as connecting to people, and those ideal clients that we know we would most love to work with. Maybe we’ve even had a lead call with them, but they haven’t signed up and said yes, we’re just going to continue to love up on them, and nurture that relationship, so that when they are ready to delegate their coordinating or their marketing or whatever it is service-wise that you provide, you’re the first and hopefully only person that they think of because they know that you value them and of course, their business and their goals, and you’ve shown up consistently to let them know.
So let’s dive into, where do we start with the whole marketing? Well, there’s a lot of fancy technology out there. There’s a lot of platforms, y’all have heard me, and seen probably posts that I have made about email marketing, and doing it ethically. What I would say to you here right now, is that while those fancy tools and automation exist, the best way, I think, and the fastest, easiest way, and obviously the cheapest, is to sort of take it offline. And what I mean by that is just individually reaching out to people. Now eventually, obviously, you could expand and add some Facebook’s, and some blogs and some Ezines etc., but you want to start connecting one by one with the people that you feel are most in alignment with the things that you want, to the people that you want to work with.
So my very first client was a friend of mine, who was a real estate broker, and she had one of her agents who was, for lack of a better word, a hot mess, I mean, he’s that ideal client that most of us have that, so totally struggles with it and his broker, my friend said, “Look, you’re going to need some help, and since hiring somebody is not an option for you full time right now, I want you to use Michelle’s services.” and so we began to work together. And on his very first deal that I had, as you can imagine, I had tons of time, and was able to really, really provide the services at a super high level, and I don’t think that even after I got busier that changed. But where I go with this is that in addition to of course, having knowledge of the transaction, having knowledge of the agent and his quirkiness, I knew that there was a value or a benefit to being a few steps ahead, and being very proactive with the title agent. Having come from that business, and spent 10 years in that business, I knew what a struggle it was at times when I needed information and I had to, you know, make 400 phone calls, it felt like, in order to get that. So I did that. And still, many of the things that I did that day, or did early on in my business, we still continue today. And that’s you know, providing the title agent as much information as I can to make their job and life as easy as possible. It’s just sort of one of the underlying philosophies that I have in life and in business.
So in this very first transaction, the title agent and I chatted a few times by phone, and obviously by email, and at the end of the transaction after it closed, she complimented me on the outstanding job I had done, and said to me, “I’d like to introduce you to my fiancé, if you’re taking new clients, who works in a real estate office here in Central Florida.” And of course it was all I could do to not say “Hell Yeah, please.”, and that introduction ended up being not to just an agent who worked in an office, but he was the team leader in that organization or the broker of record in that organization. I don’t remember how many agents they had, but it was well over 100 agents. And that turned into me being able to present in an office, me being able to acquire agents from that organization, and him introducing me to other brokers or team leaders in the community. And so, knowing who my ideal client was, which was Jim, the agent that I first coordinated for, and then delivering not just rockstar service to him, but to others in the transaction, I was able to begin to figure out who it was that I most wanted to work with long before I even realized that that’s what I was doing. And again, like I said, it led to an amazing introduction.
So a lot of people tell me, well, they don’t know who they want to work with, they don’t know where to find their ideal client. And I would say to you, that’s a very important thing to consider, and to figure out before you begin to invest and spend money on marketing. Those 600 postcards that I sent out, I didn’t send them out to anybody who was my ideal client, heck, the information on the postcard I wish I could find, because I’m sure it was hideous and all about me, and what I did. Nobody cares about me or what I do, only the benefits that I can provide to them to solve the struggle that they’re having. And like I said, early on, the struggle is different for everyone.
For the guy that wants more time with his family, the struggle for him is how to make that happen and still deliver the type of service he wants to his buyers or sellers. The struggle for the team that’s looking to grow and expand, of course, is how to have more time for the agents to do the sales calls and the things that they do to generate business. So knowing that information, we also then can began to figure out where to find them. So, without spending a ton of money, I would bet, if you took a moment, and you looked at your Facebook friends list or your LinkedIn list, or even just the people that you know in your sphere of influence, I bet you there’s a bunch of people that you know in the industry, whether it’s a lender, a title agent, a real estate agent or broker, a home inspector, the thing is that you probably know way more people that you could have a conversation with, then you probably are giving yourself credit for. And now that you’ve identified sort of who those people are that you know in this industry, you obviously want to prioritize that list.
You have this a list, and those are the agents that you would really love to help. Maybe it’s somebody on the other side of a transaction that you closed recently, maybe it’s somebody that you met a little while ago, or that somebody introduced you to, and maybe your B list is those referrals, that might be somebody that your agent told you, “hey, you should call this person.”, just like the B list in my situation early on was the fiancé of the title agent who I was introduced to. And maybe your C list is the transaction partners. That could be like I said, your title agent, your home inspector, lender, etc., all of those people that are in the business, that know people who might introduce you to your ideal client, or perhaps could be your ideal client. And what you’re doing here is not creating like a mass email to send to them. As I mentioned a moment ago, that’s spammy, and that’s really not going to get you the results that you want. People don’t want to be sold. People want to know that you care about them. People want to know that you are interested in the things that they’re interested in. And people want to know that they are special, that whatever’s going on for them is special to you, too.
So, the best way of course, to deepen any relationship or to even begin any relationship is to just invite somebody to a phone call, or if you’re local, invite them to a cup of coffee, maybe. I can’t tell you the number of times that you know, I’ve done this in real estate back when I was in Central Florida getting started, how many times I had coffee with people and how many times we just had great conversations, and those conversations more often than not turned into business. When you send out an invitation for coffee, of course, whether it’s, again, have a cup of coffee in person, when we’re allowed to, when it’s safe for all of us to go back to having those personal coffee conversations, or whether it’s a virtual coffee conversation with somebody that you’re interested in, the best way to deepen that relationship, and to get somebody to actually respond to your message is to share something personal, and here’s what I mean by that.
If there’s a soccer dad in your area, and he also happens to be a realtor, and, you know, you see his signs all over the place, maybe that’s something that you comment on, when you send an email out, you know, “Hey, Joe, I’m also a mom who has soccer kids, and I love the way you coach your kids. And I wanted to just, you know, take a minute to introduce myself, get to know you a little bit better, and perhaps have a cup of coffee with you, or a virtual cup of coffee with you to talk about business.” You could send this of course to someone on the other side of the transaction, “hey, it was really awesome working with you on 123 Main Street, I’d love to just take 5 minutes of your time or 15 minutes of your time to have a virtual cup of coffee with you, could we book that one day soon.” The idea here is that you are not trying to sell somebody or market to somebody in an email, or in leaving a voicemail to schedule something, you’re simply having a conversation and getting to know them better, you’re really just asking them to make the time to sit down with you. Part of your sales conversation with them is listening, and I’ll talk a little bit more about that in just a moment, but before we, I think, begin our conversation with anybody, we have to get ourselves into a zone, if you will, to sort of prep ourselves to remove that fear from our mind. And of course like I said, we’re not eradicating it, we’re just asking it to take a little vacation, so that we can do the work that we want to do in order to move toward a goal.
So in order to get into the zone, there’s a couple of different things that I would recommend. Number one, of course, is to visualize. There is an awesome book by Maxwell Maltz, called Psycho-Cybernetics, and it is all about the power of the mind and what he calls the theater of the mind. And in his example, in the theater of the mind, it’s about sort of walking through the conversation that you want to have before you even get on the phone with somebody there. This sort of like, role playing, if you will, or, you know, doing the activity before you actually step out into the call is what a lot of people in the sports industry do, you know, practice their swings, visualize the ball moving from their hands into the net. And, of course, seeing themselves physically doing it in the theater of the mind. So, visualize, visualize how you want that conversation to go. And again, not in a, I want to win this person over as a client, but in a way that I will show up and I will listen and I will understand that I will have these bullet points in front of me and I will be present for this conversation. The visualization is to help you reduce the anxiety. If you’re faith based, you might want to say a little prayer as well, before you get on the phone. Ask for strength, ask for guidance, ask for support, whatever it is that you feel that you need to get into the zone before you have that conversation. Maybe meditate. Maybe you do a grounding exercise, light a candle, maybe you even dance around your office to sort of get you psyched up and to, like I said, remove that fear.
I can’t tell you the number of times I have listened to the Eminem song, Lose Yourself, in the car, on my way to a sales call. I love the line about how you can do anything you set your mind to, and I probably could recite the words to that song, but I’ll avoid that for this conversation here, I’ll spare your ears. But I can probably sing that whole song, after having heard it countless times prior to sales calls or sales meetings. So whatever it is that you need to do, in order to prep yourself for this, remember that if you’re not in the mindset of valuing your brilliance, then all of the notes and scripting are not going to help you. So do what you can to get into the mindset.
Remember, first and foremost, in those conversations that you’ve invited people to, you want to go into it with the intention of creating a connection, and building a relationship with your ideal client or with someone who could introduce you to your ideal client. This is not a sales call. You want to not be attached to the outcome. I can’t tell you the number of times that I’ve coached clients over the years. And they have said to me, Well, you know, I did what you said about having coffee with someone and it didn’t work, and I really needed that sale, and I will tell you people can smell desperation. And that desperation, sadly, can lead to us cutting our fees, us saying yes to doing things that we really don’t want to do, us stretching our boundaries outside of what we really and truly feel is right for ourselves and our business. So don’t be attached to the outcome. And I’m also going to say to you I mean, all the years I’ve done this, very few people that I have met with have said Yes, right away, at the first meeting. It usually takes a few phone calls, a few meetings, and then they say yes, and I think the best part about that is that we’ve both gotten to know each other just a little bit better. I’ve been able to demonstrate to them through those relationship building exercises that I care, and that I value them and they have done the same for me. So not being attached to the outcome, of course, doesn’t mean that you don’t care, or that you don’t want to serve them. It just means you’re okay with whatever happens in that meeting.
As I mentioned a moment ago, very few people will give you their credit card and sign up and say yes at that first call. You kind of want to think about it as dating a little bit maybe before marriage, I mean, we’re going to date a little while we’re going to get to know each other, we’re going to see if this is something that you want to do, something that I want to do, I mean sometimes you’ll think like “Whoa, that is so totally my ideal client.”, and then you’ll sit down and have a conversation with them and you’ll realize “oh Lord help me thank you for not saying yes mr. agent or miss agent, because now that I’ve gotten to know you a little bit better, I’ve realized that you’re not really my cup of tea and that’s totally okay.” You can refer them to someone else or you can just let them find someone on their own. So date a little while, get to know them, get to build a relationship with them.
I think that when we put too much attention or too much stress on ourselves about having like, these perfect sales calls that are scripted to a tee, and that those sales calls are going to, you know, we’re going to make X number of them and then we’re going to reap X number of results, they put an unnecessary stress on us. And I think that they will also mean that we begin to work with people that we’re not really comfortable working with or that we really don’t want to work with, just in order to say, Oh look, I converted this person or I converted that person and I have accomplished this percentage of whatever goal it is that I have set for myself.
So to have a successful conversation with the agent, of course, or the person that you’re meeting with, like I said, a referral partner, or such, you want to ask questions, you want to get to know them a little bit better. You want to find out what’s going on in their business, how are they doing working toward their goals, you’re going to then, of course, shine a light on that struggle. I’m not saying you’re going to be manipulative. I am not suggesting for one split second here that you are shaming them in any way, but by shining a light on it, what I mean by that is that you’re listening to whatever struggle they’re having. And listening for a way that you can possibly support them in removing that struggle from their business and their life, and by doing so, of course, you’re gonna help them envision a business or a life in the future without that struggle.
So for instance, if that agent that I mentioned a moment ago, who was really seeking more time with his son, his precious son, you know, I’m listening to him tell me how much he loves real estate, but how much he really loves his family and wants more time with his family. So in shining a light on that, I might say something along the lines of, “Tell me more about what’s coming up for you, in your business, that’s stopping you from having that family time that you really are looking for.” So by shining a light, what I’m meaning there is that I’m asking more questions. The next step, of course, would be to help him envision a future without that. So I might ask him, “what would be your ideal day? What would be your ideal process from contract to close? How would you like your business, to look in supporting you in having that precious time with your son?”, And then after I have heard from him, what his struggle is, what his ideal day or business would look like, I’m going to show him how I can be a solution to that. I’m going to paint for him a picture of the time that I can save him, the challenges that I know he’s having that I can help resolve for him, the way that I can be of service in helping him have the time that he wants back in his day, by showing him, like I said, that I can be the solution.
And then here’s the part that, as I mentioned earlier, I totally missed for so long, for so long y’all, is I’m going to ask him to take action. I’m going to ask him in that conversation, if I were to be able to provide that solution to the struggle that he has to, help him step in to the vision of the future that he wants for his business, would he be willing to take action? How could I help him move forward in receiving the support that I offer? Now I’ll tell you my percentage, again, I’m not wickedly good at tracking all of this, but I do know for certain when I started asking people to take action, my conversion rate went through the roof. Don’t forget to walk people through the process and ask them to take action.
What you might also want to consider is to have a bullet point in front of you on how you want to lead the call. Those four steps, shine a light on their struggle, help them envision a future without that struggle, show them how you can be the solution, and then asking them to take action will help you to lead the call. You want to listen to the things that the agent or the person that you’re talking with is telling you, take notes if this is a video call where you can make some notes. If it is a telephone call, obviously making notes is much easier, and then reflect back to them in their language, the things that they say, as I mentioned in the example one of the things he said, was wanting more time with his son. So if I said, your wife or your family or more time for, you know, I don’t know, a hobby or something, that wouldn’t have been as important to him, and it may have totally turned him off from wanting to step forward and do business with us. But I shared with him that we could be the solution to having more time with his family, I touched on a couple of the other things where he talked about his child’s birthday, and how precious that was to him. I shared with him things that we could do, that were reflective of the struggle he had. And, of course, the future that he envisioned, one of the things I do distinctly remember him saying was how, he didn’t want to have to worry at night when he was home, that the things that he needed to get done during the day got done. So, of course, I was able to remind him that having somebody looking out for your transactions during the day means that at night, those things are taken care of, like they’re done, we’re working daytime hours, while you’re out there doing prospecting, your lead gen, your phone calls, etc., and so we all can go home at night, and spend time with our families. That was really important to him, and that really helped him know that I heard him.
Now, here’s where I think the rest of this is so hugely important. You want to follow up, follow up, follow up. Even that gentleman who I’ve used as an example, in this presentation, who was so sure that we were going to be able to help him didn’t sign up on the very first phone call, it took a few phone calls. It took a few follow up emails. But he knew that we cared about his business, he knew we cared more about connecting than selling. And when he did step forward and say yes, as I mentioned earlier, he not only became a client of ours, but he went on to share our information with others who later became clients as well. One of the compliments that I think that I really want to share with you as an example to the importance of follow up, have been from people who have said that my follow up, if that was the kind of follow up that our transaction processing was going to deliver, they were already wowed and it was just going to be a matter of the right moment for them to step forward and let us handle the process for them. So don’t get discouraged if on the first date with someone, they aren’t ready to walk down the aisle or they aren’t ready to make a commitment to a life with you or doing business with you, but find something of interest that you can share with them that will let them know that you care.
That example of the soccer dad, share with him if you see something that relates to soccer in your follow up. Don’t just make it about “hey, this is Michelle, I’m a Transaction Coordinator and I want to coordinate for you.”, make it about “Hey Joe, this is Michelle and I just I saw that game that your team won and that you guys are going to the finals, like way to go good for you. Hope all as well. If there’s anything I can do, reach out.” Just let people know that you care, and I think now more than ever, our world really needs that. If it happens to be an agent in your community and you see their signs, let them know hey, I drove by, you know, 910 Pine Street, what a beautiful house, congratulations on that listing. If there’s anything I can do to help you – you know, let people know that you care, and people will know, people will remember you when the time is right for them. And the last thing that I want to say with respect to follow up is don’t be afraid to send mail, like snail mail stuff. Thank you cards for the time that you’ve met with them and had a cup of coffee or virtual meeting, whatever, send them some snail mail. And real estate agents, it’s like, so easy to find them. But you could also just ask, “hey, like, can I get your mailing address?” and follow up with them that way. If you see an article in a magazine, and you have their snail mail address, rip it out, send it to them, whatever it takes to let, like I said, that ideal client know that you really care and that you would really genuinely love to support them in their business.
So we’ve talked about the mistakes that I made. We talked about getting in the mindset of marketing, and maybe even like I said, changing the language, from sales and marketing, to education, outreach, and building relationships. We’ve talked about the process of just like identifying that ideal client, and reaching out and inviting them to a cup of coffee, I mean, something so simple and so inexpensive. About making that list of your A, B, or C leads, and, the agents, you’d really love to help being your A list, the B list being the referral possibilities and of course the C list being those transaction partners. We’ve talked about your sales conversation with them really not being a sales conversation. It’s really just about getting to know them, walking them through what’s going on in their business, what are they struggling with, what would they really like to see, showing them if you can, a solution that you offer, and then asking them if they would give you an opportunity to support them.
And now it’s your turn, I want to encourage you to make a commitment to reach out to X number of people per week or per month, set a personal goal for yourself. Not a goal because you think that like, you know, this is how many you should do, or this is how many your competitor, or so and so does and you admire them, set a personal commitment goal for yourself to the number of people that you’re going to reach out to. Remember, what you say and do leads to your results. So taking in this information in this audio recording, can absolutely educate you on a process that can help you easily and inexpensively grow your business, but it’s up to you to take action. And to move forward with this, I also want to remind you to have fun, and celebrate each conversation that you have, to help you stay motivated. One of the things that I encourage, “require”, all of my private clients to do at the top of our sessions is to celebrate an accomplishment, celebrate a win, celebrate something that’s going on for themselves, in their business, and their lives. So I want to encourage you, set that commitment goal to the number of people that you want to reach out to to have those calls, and then after each and every call that you’ve made, each and every email that you’ve sent, celebrate, celebrate, celebrate, even if lots of people ignore you, you still want to celebrate that you took action, and that you’re working toward accomplishing the things that you want to accomplish in your business and in your life.
I want to leave you with a poem by Gandhi, and I think it really will sum up some of the things that I was trying to convey here with respect to action, and words, and the things that we do. But before I leave you with this poem, I want to just remind you, that if there’s anything I can do to help support you in your business, in accomplishing your goals, both personally and professionally, just reach out and let me know. My contact information is posted near this recording, and I am always available in the TC collective Facebook group as well. So ask a question, tag me in the post, and of course, good luck to you, as you take action toward creating the business that will support you in living the life that you want. So here’s the poem by Gandhi: your beliefs become your thoughts. Your thoughts become your words. Your words become your actions. Your actions become your habits. Your habits become your values. And your values become your destiny. Thank you so much for listening. I wish you nothing but happiness and success, and if I can help you in any way, please reach out.
Categories: Sales and Marketing