After being in the mortgage industry for 15 years and now as a residential home builder, I've found that the more I teach my clients, the more I connect with them. Teaching your clients about financing, buying a home, what to look out for, how to intelligently buy or sell, etc., the more information I convey the more connected to my client I become. The more connected I become, the more the client opens up and really gets personal. If you can reach clients on that level, then they will never leave you. You will be their "Guy" or "Gal" in real estate. Whenever a question comes up involving real estate, whether it is their own or one from someone they know, you will be the person they call. If you are fielding all of your clients calls and the calls from their friends, family, and co-workers, then you build a network of clients in your area that will help you succeed long term. What to watch out for, making sure the information you pass on is accurate. If you don't know the answer to a question, find out the answer to the question from a professional colleague. Don't make yourself out to be an expert in every trade. Not only because this could get you in trouble if you advise someone with inaccurate information, but if you lose credibility the referral network you were building will end. Surround yourself with respected members of your community that are experts in fields and trades that your clients are interested in and you will be able to refer business back and forth amoung your colleagues. Follow-up with your referrals, make sure your referral had a good experience. If not, find out why, you might want to eliminate that colleague if they are not "Rolling out the Red Carpet" for your clients. Do this and really care about finding answers and solving problems for your clients and they will respond!

My newest venture in real estate could be the biggest I have ever taken on. I have always been an expert on how to finance your home or the expert on new construction in the Southern Maryland area to my clients. Now I am showing them how to pay off their mortgages in 1/3 the time without altering their current budget! The response has been amazing and no matter what aspect of real estate or professional services you are involved with, you too can teach your clients the same thing. I am currently calling, emailing and writing every client I ever worked with, whether they own a home or not. They could have just come to me to get pre-qualified to buy a home, this new software package will teach anyone with debt the most efficient way to pay off that debt given the client's budget. Now I am reaching my clients on a level I never achieved before. Showing them how to pay off their consumer debt, installment debt, and mortgage debt in 1/2 to 1/3 the time without altering their current budget, only altering the method they use in paying their debt! As you can imagine, in our current economy, this is an idea that is really well received.

For more information on the software package go to www.system-for-success.com and watch the short series of videos. Incorporate it into what you are doing and thrive in any marketplace and in any economy!

Successful Propecting

Eric G.