Time blocked activities, to me, are easier than staying on a diet. The activities of researching, canvassing, walking, talking, calling and following through are more direct than counting calories or time on a treadmill. It is a matter of just doing what is already assigned to you in your daily planner. The only two of these tasks I am having difficulty with are the research and the calls. When I finally drag myself to the task I am ok with the work, but I don’t do it enough. It is my focus now and will be until I get it as a better part of my daily routines.
There are many plus sides to delivering one hundred promotional cards a day (only the nice weather days) to my farm area. A day doesn’t go by that I don’t engage in neighborly talk with the people I run into. Yesterday there were several people who watched me go to door after door and the would come out of their house to see who this guy in a tie and jacket was delivering to their homes.
I met two entrepreneurs on different blocks and we discussed the difficulty in reaching an audience through the net. I met a stockbroker home from the school spring break and we had a lengthy conversation about his early days of cold calling. I explained how this was better for me than cold calling. My only goal was to get 100 cards delivered and have polite and friendly conversation with those I meet. (My second post card to this area will include a note saying I will be by on a specific day to meet them and to deliver my card to them personally) He thought that was a much better approach then trying to sell in a first meeting situation. I personally think that the old school method of immediately launching into a sales pitch puts you in a diminished position with people until you show them some value. The value is you as a person showing that you care enough about their neighborhood to be out walking it and delivering your message about what you offer the neighborhood. The fact you don’t immediately launch into a sales pitch demonstrates your strength in the market.
You are not needy, you are confident and ready to help when they need it. This has more juice for you in the long run. Desperate and needy is no way to sell, confidence in the ability to serve their needs as you wait for those needs to be shared will net you clients who feel as though they have a better professional working for them. As I said, this is my opinion and I will keep you tuned to the results.
TALE OF THE TAPE: Day 71 of 90
We are working REO’s with Jeff Scherrey out of Arkansas. I got a call from Jeff late Tuesday about a couple who called him about one of the houses we are selling. Last night I showed them the property and they are coming to my office this morning to make an offer. Tomorrow the house goes on auction. It should be interesting to see what the banks do with this. I will keep you tuned.
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