Since I Sometimes Feel like the Andy Rooney of Real Estate in the sense that if some of the old skool ways work and bring business why are we throwing them out the window. Sure we have many new ways to connect with clients but there are also some old ways that continue to work. Why not combine them and increase your business.
Did You ever See the Columbo Tv Series where Detective Columbo always got the information he needed to catch the bad guy but obtained the information in a non threatening manner. If you are too young to remember that show do yourself a favor and watch a few episodes and see how you can apply his principles to your Real Estate business.
Many Years ago I knocked on Doors to Introduce Myself to People and it was successful. I am not a big advocate of Farming door to door in this day and age as most folks are at work during the day. One thing that made door knocking successful for me was the follow up that I continue to use to this day with everyone I meet at my open houses.
My Big Secret has Produced so many clients and closed transactions I have lost Count. Hold onto your seat as here comes the big Secret: It"s called "Just A Note" and it works plus it's cheap and the return on investment is phenomenal. It is a card the size of an Invitation that actually says "just a Note" on the outside and is blank on the inside allowing me to write a Personal Note to the recipient.
Whenever I meet a possible client I always get their address, easy to do, and jot down a little bit of our conversation to use as a reference. Next I get out my "Just a Note" and the first thing I write is their name and I Thank Them Immediately for their time. Then I offer my help Columbo style that will make them feel comfortable and they will not feel as if I'm a pushy salesperson.
Lets say I Just met Jim Walker at my Open House and I'm Going to Follow Up. Mr Walker, Thank you for taking the time to speak with me on Sunday and sharing your plans of relocating next year. If I can be of any help or you simply have a question please feel free to give me a call and I will get the answer to your questions. Once again, Thank You, Sincerely Cameron. My return address is always written on the Back of the envelope and it appears to be an invitation that Will be opened and a business card is inserted inside.
This simple follow up system costs less than .50 Cents Including Postage and works wonders. I take the Potential clients time frame and split it in half to send them another "Just a Note" ie: 6 month timeframe equals a second note at the 3 month mark and so forth.
The longest period I used this system with one potential client was 2 years. I did get the listing and referred the seller to another agent in the state he moved to. It might be "old Skool" but it still works so you might want to consider adding this or something similar to your business.
Please feel free to contact me for your Real Estate needs.
Wow, never thought of it. I might give it a try. In this digital age the Just a Note could be the ticket. Thanks Cameron.
That is a good tip. I will have to try that out. Where did you get the note cards?
RUSS, I get them from Merrill printing. I have used these cards for 20 years so you may have to ask Merrill about them as the last time I ordered they were buried in their catalog.
DAVID, Your welcome.
Cameron...I've read some of your 'technically challenged' blog posts and I've enjoyed your comments...I do a really simple, no charge kind of thing...I always try to get an email address from a new prospect and I reach out to them with 'just a note' whenever I get the chance...It works!
Thanks Cameron
ERNIE, I do both and most people like the hand written approach. They seem to feel it's more personel. The main thing is You are following up. Good for you.
Cameron, I read somewhere about an agent who had just gotten in the business and she sent out a thank you card to every person who did a good turn to her, or helped her in some way. She soon had a huge sphere of influence and people were so touched by her thank you cards that they remembered her and what business she was in. She was very successful.
JUNE, People love to hear Thank You. Thanks for the input with your great story.
It is still a belly to belly business, isn't it.
Thanks for reminding us of what this business is about. Instead of chasing after 'new business', we must remember that it is our 'old business' that will bring us the new!
Cameron- Thanks for the reminder that sometimes old school tips do still work. I like the idea of writing down a few notes about the conversation-- it makes it easier to remember what was said. Thanks for posting!
Thanks for the reminder. I used to send out these cards and got great results. Then as I got busy, I stopped using this system. It does work and it's something I am going to go back to.
Just a note. Is it really that simple. Keep trying and get back up when you get shot down.
Follow-up is the key and everyone loves to receive "real" mail. Plus the post office loves you too! Wishing you much success.
I agree that the personal touch of the note idea works great!
This is truly a "pearl" as Howard Brinton would say. Basic Real Estate 101 that works. Thanks for the reminder.
You are so right about this technique. I used it faithfully as I started in real estate. Over the years I've become negligent but it works beautifully.
I love this idea, I will be starting it tomorrow with the people that dropped by the office this month.
Thanks
Thanks for your blog. I shall work with it. I find people just want to know you are working hard to earn their business.
I have heard of this, but have never tried it. But, since the guy I aspire to be some day uses it, I might have to give it a try. Until this point I have attributed my success to my pornographic photographic memory.
This is great! This is something I have been in the process of working into my marketing plan for FSBO. I bought my cards months ago. After reading your post can't wait to give it a try and see what kind of results I get. Being from the south, it is still an acceptable and safe approach to knck on doors (something I actually love doing...I find it a challenge!) My plan is to knock on doors of FSBO's, send "the card" the very next day, then follow up weekly for 8 weeks with a postcard campaign I developed. I love the idea of sending the cards to Open House visitors also. Thanks for the tip!
Cameron, this is a great reminder. I have been writing notes for as long as I can remember. They have helped me do everything from nail a job interview to make someone's day. Not a Re/Max note, just a real honest to goodness personal note, not an email, but hand written. They are so powerful yet so underestimated!
Good ideas Cameron, everyone out there likes to be remembered and the attention!
Cameron- In this highly technical world, people still appreciate the personal touch.
Great idea! People still appreciate receiving hand written notes in the mail. I should write more cards and get out of the email only mindset.
A simple practice that touches people informally. If they open it up, then you just made a good contact that isn't pushy.
Excellent reminder of how simplicity can carry the day. All the buzzy technological items are just mediums of communication, and sometimes users fall in love with the medium and forget the message. A timely reminder!
Cameron, old school still works and probably always will.
Hi Cameron, Thanks for the reminder that follow up can make all the difference. I think in today's digital age, people are more touched by a note in the mail than ever before. Thanks! Cheers, Harley
This system certainly make you stand out. Great job!
There you go again... teaching these young whippersnappers how a real Realtor does things. All this fancy electronic wizardry can sometimes get in the way... Just a Note makes a much better impression than a text message. :)
Greta post, good idea, i might give it a shot...
Good post. We all love to be "thanked". SO THANKS. I usually call, but will include a note for now on.
Hi Cameron. Ya know I had never seen a Columbo episode, but when I started doing the Brian Buffini program he talks about him A LOT so I watched an episode. Great stuff!! The note thing we also started doing with the Brian Buffini program......between 5-7 notes a day....works great. Who knew something so simple could be so effective. :)
Excellent post, Cameron. I was just listening to something today that said you should strive to add one new person to your database every day.
TERESA, We have to go after old and new business everyday.
ILYCE, Your welcome.
DEBBIE, Go for it and get some new clients.
JOHN, It's simple and it works.
VALERIE, Most agents don't follow up then complain they have no clients.
KALEB, Glad you agree.
VICKIE, Youe welcome.
BARBARA, Quit being negligent. LOL
SANDY, Good luck and be consistent.
CONNIE, I agree 100%.
JL, Thanks for the compliment and more so for the laugh.
KAREN, Looks like you have a good system. Good luck.
CRISTAL, Good for you as it does produce results.
EVELYN, Thank you.
MARILYN, Yes they do.
INTEGRITY, Give it a try and watch what happens.
MATT, You got it. They Will open it up.
LI, Never forget the message.
GENA, I agree. I mix old and new together.
HARLEY, The old way sometimes stand out as different.
MARZENA, Thank you.
JESSE, Somebody has to teach the youngsters.
KALEM, Give it a try.
REBECCA, Your welcome.
PAMELA, Hey, it sounds like Brian stole my idea. LOL
Hi Cameron,
Great list.
The one common denominator that jumps out at me from all of this is the personal connection/thought that is a part of each of these.
My favorite phrase is simply to let people know that "I was thinking about them."
Hi Cameron, Thanks for the reminder. In the changed market, I have forgotton or been discouraged and not taken the time to send "Just a Note" But it does work and you are remembered. I like this style! Thanks again. I have a few "Just a Note" to write.
Hi Cameron
I too have been writing hand written notes to all that I have met, be is a business contact or a potential client.
People always remark how thoughtful and professional it is of me. I write the notes as I watch TV...it gives me a chance to "work" and spend time with my family.
Lisa
Cameron,
Thanks for sharing. In this information age, too many of us are almost completely dependant on automation. Our company more than most considering the fact that my company is almost entirely dependent on the internet! One of the biggest things I try to encourage my agents to do is simple follow up such as "Thank You" notes with each of the prospects they speak with.
Although all of our agents get similar volumes of leads from us, personal phone calls and personally written notes are what separate our top-producers from everyone else in our office.
Thanks again for the encouraging words.
Sounds great, follow up is so crucial. Thanks for the pointers!
With all the tchnology at our hands we often forget this personal touch.....
Thanks Cameron. It's a very valid idea. In this day and age of technology, it is so easy to stay "in touch" via the internet with drip campaigns, or mailing postcards, that we forget that buyers and sellers might actually like to hear our voices once in a while or get a warm fuzzy with "just a note"/
Great ideas! I have always loved the Colombo approach! Yes I am that old. ha ha And thanks for reminding me one more time about the good ole note.....why do we always forget those?
Debbie
MARK, The personal connection works.
ANGELICA, Get those "Just a Notes" into the mail.
LISA, Excellent!!!!
JOEL, A combination of old and new works wonders.
JASON, your welcome. Give it a try.
SONJA, Yes we do.
BARB, People still like the personal touch.
DEBBIE, Cause we are getting older. LOL
Real Estate 101 -- Thanks for the reminder that this business is all about relationship building. While technology is fast replacing a lot in our lives, we need to keep in mind that people do business with PEOPLE!
HI CAMERON!
Your "Old Skool" tactics are very much appreciated! Going back to the Old Skool may be the best way to survive!
Cameron, what a simple, smart idea.
I loved the first line of this:
If some of the old skool ways work and bring business why are we throwing them out the window.
I'm one of those social media geeks but you're 100% right. Some of the oldest most tried and true techniques are still the best and technology should be used primarily to facilitate those techniques, not make up a bunch of new ones that don't really work.
Old Skool uh, it works and that's the key. I just have trouble getting the folks address. I can get the e-mail address pretty good because I tell them I will send them listings but they hunker down when it comes to the address.
So easy, yet I keep forgetting to do it! Thanks Cam!
MARJORIE, I agree with you 100%.
YVETTE, Whatever works is what we need to be doing consistently.
ANDREW, Put some Old into your New and see what happens.
CHARLES, You need to go watch a few episodes of Columbo. I'll bet after you do you will be able to get more addresses. Let me know if it helps and if not I'll give you a few tips. It was a great show.
SUSAN, You are very welcome my Dearest.
Simple yet brilliant. What makes us stand out from our competition? Someone just asked me that tonight. You have your answer. You are ON it, my friend!! GBU~
ELIZABETH, Thank you. I never thought something I have been doing for 20 years would become "different" but many folks don't use the personal touch.
Let's face it - basic sales techniques have not changes - the way we do business has since we now have the internet - but nothing will ever match the face-to-face and the personal touch that buyers and sellers still want! Read my Blog - Tigers with Teeth
SANDY, You hit the nail on the head and we are in the people business period.
Personal notes of any kind--thanks, just a note, etc--work well in this electronic day and age. Not many people take the time to send real cards/letters and that sets you apart.
ERICA, People love to hear thank you and the personal touch is always welcomed.
Writing notes is one of the best and most effective ways to build long term relationships. And by the way, everyone loves getting a handwritten note yet so few people send them. Be the unique one and continue the habit! Thanks for sharing.
I have so may tools/cards to actually write these hand-written notes. I just don't find many outside of my SOI who gives their info so freely. There are folks in my database that have been asked for the last 2 months so I can send out holiday cards. I am missing a lot of addresses. I can get an email address rather quickly. I will keep at it and thanks for the post.
Simple and classy marketing never goes out of style!
Cameron,
Yes, the note cards are great for business....
Ann
Cameron ... sounds great! pippa
It is always good to be personal, even in an electronic age.
Marcy Moyer Keller Williams Realty Palo Alto Ca.
OPEN HOUSES DO WORK...if you WORK THEM.......
So many in ActiveRain have said they do NOT like doing Open Houses....but I suspect they just do NOT want to have to follow up with people for a long time who come through the door....
Theres money knocking when the door knocks at an Open House......
=-D
ALEXANDER, Very well stated. Thanks for commenting.
Cameron: Personal notes are such a great tool...and under utilized. I do note cards, just like you. I started them when I was selling diamonds. A thank you note to my clients, no matter how big or small the purchase. It was amazing how many folks would remember that note and ask for me when it was time for another jewelry purchase. I decided to move those skills to the real estate arena when a gentleman I had worked with, and thanked via personal note, dragged his soon-to-be-engaged friend into the store to buy a ring from me. I just knew there had to be a way to make money using the same basic principles of personal contact.
CHRIS ANN, People love to hear "thank you" and the personal touch sets you apart.
I agree with you Cameron; a simple hand-written followup note can be a very effective tool. I do this often.
Btw, thank you for the kind comment you left on my blog. :)
Personal, handwritten notes are rare and REALLY apreciated! Makes people feel warm and special.