How to use Personal Note Cards effectively to generate more referrals....

Personal Note Cards
Send Out the Personal Touch

 
The business professional with the most friends WINS! Period. The formula for success is that simple.

The power to attract people is what gauges success. The more people consider you a friend and a business professional, the greater your potential for success. Your existing client base, if managed properly, can become your most treasured outside sales force for referrals, the champions of your cause.

Your style of marketing to these people will profoundly impact their impression of you. I firmly advise implementing a personalized, hand-written note campaign. It's quite simple: Two cards a day and 10 a week equal 520 notes per year. That's 520 subtle yet powerful marketing opportunities for a very small investment on your part.

It's important that these personalized cards don't mention anything about your business, nor should they contain a business card. Never send them in an envelope with your company name and logo. You wouldn't send your mother or cousin holiday greetings with your business card or company logo. Likewise, if your goal is to create a multitude of friendships, then why jeopardize them by sending business information to a prospective client?

Here's the drill: Purchase several boxes of blank, inexpensive note cards. Place two blank cards on your desk every morning. Sometime throughout the day, perhaps at lunch, during a break or while on hold for a business phone call, grab a card and write that personalized note to someone in your database. You'll find it most helpful to have your database open when you are ready to draft that note. You might write, for example:

Hi Joe,

I've been thinking about you. Did you catch that Dodger game last night? It went into the 11th inning. Sure was exciting! I hope that you and your son are both doing well. Perhaps we can all go to a ball game sometime this summer and enjoy each other's company. Let me know if that would work for you.

Sincerely,

Your Name

That note doesn't say "business," it says "friend." Remember, two cards a day and 10 a week equal 520 a year. Ask yourself this: If you reached out 520 times a year to people you know with a friendly note, how many more transactions would be referred to you as a result? 

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How to farm your existing client data base....Orphaned Clients and ideas to bring their business back to life....

Amp Up Your Database
How To Capture "Orphaned" Clients

 

Since the housing crisis began back in August 2007, over 400,000 Realtors have "left the building." One reason for this, according to Lawrence Yun, National Association of Realtors Chief Economist, is that many who flocked to the industry for a quick buck around five years ago have left the business to pursue the same elsewhere.

But there are many different reasons people leave the business—from relocation to retirement—so who's looking out for all those former clients now?

The one who keeps in touch with them is the one who will win their future business.

Follow these easy steps to capture these potential clients:

1. If an agent is leaving or has left the business, ask if he would be willing to leave his clients in your care. If his answer is yes, ask if he would vouch on your behalf with an introduction letter. Volunteer to create this intro marketing piece yourself, or it may never happen. Then before he leaves, ensure to collect his list of database contacts either on a spreadsheet or out of his contact management system.

Alternatively, if you're part of a real estate brokerage, ask your broker for a list of "orphaned" accounts and database contacts.

Add them to your contact management system and start a marketing campaign to this group.

2. Send your introduction letter, explaining to this new group of clients that their former agent has left the business, that you'd like to keep in touch with them, and that you'll be calling in a few days to say hello.

3. Follow up with a phone call as promised to obtain an idea of their status, and request permission to gather their email address to keep them up-to-speed on what's happening in local real estate. This will also be their permission to be added to any sort of email marketing campaigns.

If anyone is going to add a slew of new names to their database by following up with these clients—while reaping the future income and referrals they can bring—shouldn't it be you? 

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"Why are First Impressions so important? Things you should know today to be more successful......

Director of First Impressions
Using Voicemail to Start Off Right

 

Have you ever stopped to consider how many times a new prospect gets your voicemail before they have a chance to speak directly with you? Your voicemail greeting provides an excellent opportunity to create a first impression that can have an enormous impact on whether people decide to use your services. It can also be used as a dynamic marketing tool.

If the first time you called a CPA, Financial Planner, or Real Estate Agent, you heard a voicemail greeting that was energetic, educational and professional, wouldn't that set the proper tone for the rest of the relationship? Very few people take into consideration the full potential of the voicemail greeting!

Here are some suggestions for creative use of your voice message:
 
Leave your schedule for the day, including the time of day you can be expected to return calls.
Most people don't mind leaving a voicemail message if they know when you will be returning the call. This shows that you are very professional, organized, and busy in your daily practices. It makes it crystal clear that you've taken the time to structure your day.

Assess what would be important to a prospect that is calling you for the first time.
What would they want to know about you? What would they want to know about your profession? If you seek to teach in every interaction and form of communication that you have with people, you will be wildly successful regardless of what business you are in. If you are a Real Estate Agent, discuss the market trends in your local community over the past 30 to 60 days. If you are a CPA, share any new or potential changes in tax laws that might be hot topics in the news.

Use your voicemail greeting to promote philanthropic activities.
Announce activities you are involved in with your church, school district, clubs or other organizations. This creates a lasting impression that you are deeply rooted in the community.

Give people optional ways of communicating with you.
Provide your email address. Leave an alternative contact should they require immediate assistance, and be sure they know how to bypass the message and transfer to another extension within your system. 

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"Tips for the Real Estate and Mortgage Professional"

How to Stand Out from the Crowd Marketing 101 The purpose of marketing is to obtain mental real estate.  Competition is fierce these days, as consumers are bombarded with distractions from every direction. How can you make sure that your message is heard and remembered? Communication is Key    Whether it's a company brochure, a newsletter, or a flyer, the idea is the same. You are trying to attract the reader's attention! When you create a company brochure, produce something that's compelling. Remember, your brochure will be competing with a mountain of magazines in the waiting room. Don't hand  out a standard overview of your company, with a look and feel  that mirrors everything else in your industry. Create something that  will "wow" the reader and help you stand out from the crowd. Newsletters are a popular marketing tool, but their effectiveness  depends upon their content. Rather than producing a lengthy  piece that prattles on about your business, try to provide brief bits of interesting information. Give the reader general news and  tips they can use, or at least share with co-workers around the water  cooler. Success stories are an especially useful communication  device. Select a difficult transaction you've completed which had a  great outcome, and use it to indirectly illustrate your talents to your customers. Utilize Your Database   Your client database is the most valuable resource you have. Do you use it to its full potential or is it merely a repository for data from past transactions? Each contact within your database should be classified as either an  active or passive lead.  Active leads are those who are about to make a decision,  and they should be contacted frequently. Rather than calling a client to ask if they're ready to commit, try calling to provide them with information  instead. Tell them about an additional feature of the item you've discussed,  or bring up a different product for their consideration. Perhaps you have a  special offer that might interest them. By contributing something of  value to the conversation, you're able to touch base and further establish  your worth as a resource.  Marketing has never been more challenging than it is today. Make the most of the communication opportunities you have, and you'll reap the benefits for  years to come. WWW.TRIADLENDING.COM  Pre-Qualify Here