This advice will fly directly in the face of many I have seen here on AR, but bear with me and I think you will see my logic.

As a rule, I don't give out my business card unless someone asks for it.  Of course, there are rare exceptions, but normally, if someone doesn't ask for my card - I don't give it out.

Stupid?  Let me explain why.

What happens when you give out your business card before someone asks?  You announce: This is what I am doing.  And maybe even: I want you to buy from me.

By giving out your business card when people don't ask for it, you put yourself and your business in the spotlight - this might be gratifying for your ego, but it's not good for your positioning.  "Get in touch with me when you need me" is a weak attempt to get someone interested in your product or service.  Although most people will politely accept the card, they will seldom - if ever - call.

Think of it this way:  when is the last time that you met a successful doctor, lawyer or other professional and, upon being introduced to you, they immediately whip out their business card and shove it in your face?  If you want to be treated like a true professional, ACT like a true professional.

But that doesn't mean that you should leave everything to chance.  No, no!  Think in terms of *earning* the right to be in people's Rolodex file - this way you will be asked for your business card, which is an entirely different situation.

Now, it DOES take a bit more effort than simply handing someone your card and saying, "Call me when you need me."  The good news is that as a result of your extra efforts people will also *keep* your card, and maybe even refer to it - instead of trashing it with the others they receive unsolicited.

How to do it?

First of all, strive to become a person others feel attracted to.  That's very simple.  It begins with developing a healthy ego, which allows you to put other people in the spotlight instead of yourself.  Another necessary skill is active listening (which has very little to do with a superficial gazing into someone's eyes and nodding in agreement - although it is a good beginning).

Like it or not, people are much more interested in their own lives than in yours.  And they love others who are genuinely interested in their plans, desires, headaches, values, family, hobbies, etc.  If you encourage them to talk, you will be amazed at how quickly they will reciprocate and ask:  "And what do YOU do?"

Isn't this a nice prompt for handing them your business card?

There are some ways that might *induce* someone to ASK for your card.  My favorite is asking for THEIR card first.  You might simply say "Gee, this really sounds very interesting - let's make sure we stay in touch.  May I have your business card?"

Usually this prompts them to say "Sure, and may I have one of yours?"  It is that simple.

And what if they don't ask?  I do not offer mine.

But guess what?  Now, when I have their business card, I also have permission to contact them.  That allows me to take the initiative, so most of the time I immediately follow up with a personal hand written note stating something like:

     Dear Sue,

     It was a true pleasure to chat with you yesterday about.....
     I am looking forward to getting to know you better!

     Steven
 
And this time my card will be enclosed in the same envelope.  Of course, that doesn't mean that Sue is going to call me.  It doesn't mean that she will want to meet with me or do business with me right away - quite the contrary, most of the time it will take a lot more follow-up than that one note.  But it IS a pretty good way to begin a relationship, don't you agree?

The problem is that many people follow this same strategy - but that's where they stop.  They never bother to continue the follow up to fully establish the relationship.

So many people are in such a rush to develop "now" business that they totally neglect "future" business.  However, this is where a successful real estate career is established.  By constantly staying in touch with your database (you DO have one, don't you?) you will build a network of people who are either calling you to assist them with their needs OR are referring their friends and relatives to you for their real estate needs.

It's the on-going follow up that positions you as the trusted advisor.  By maintaining your follow up into the future, you will secure your place and will build a business that will serve YOU instead of you serving IT.

Just thought you should know.

Have a profitable day!

Steven