Succumbing to the convenience of emails and texts is a pretty easy thing to do in this in this age of power technology, where faster is better and instant is best. It can be a challenging task in this time driven world we live in.
BEWARE OF THIS IMPERSONAL IMPULSE!
While our colleagues may expect and appreciate a quick email note of wit, humor, congratulations, or pat on the back, correspondence with our clients give us opportunities to rise above and beyond what is expected.
A personal note indicates a higher level of care and support. A personal note is warm and encouraging.
With your your note, you can be situation specific and make your client feel valued. That their feelings are important to you.
Real Estate is a relationship driven business. Heard that before?
It is common to hear that building and maintaining those relationships can be the difference between a pretty good agent and a great agent. With all the turmoil our industry is facing right now, keeping in touch may be the single most important secret weapon in the fight to keep your pipeline full of meaningful and long lasting business.
I just read Barbara Walter's biography, Audition. Besides being a great read, and a window to our recent history, political and pop culture, I was fascinated to learn that she was intimately involved with securing her own interviews, never leaving her interview prospecting entirely up to professional "bookers".
She developed relationships with the interview prospect, or someone close to the desired interviewee, by writing personal handwritten notes to them. Many times it took several attempts to get a response or the consent for the interview, but she was tireless.
Being the good listener she was, she became adept at picking up on details specific to the person's life. Details that ranged from awards won, business achievements, family members, hobbies, if they were a good cook, you get the picture.... She could then reference some of this material in her notes or interview as it related to the subject matter.
I tell that story because if someone as famous as Barbara Walters, someone with the enviable track record of successes she has had, who had the very powerful resources of the ABC network behind her, relied on her own system of note writing to develop rapport and gain trust with leaders of nations, princesses, famous entertainers and ax murderers, can we not learn something from the example she has set?
And that is exactly why you should never underestimate the importance of handwriting a great personal note to a family member, a friend, a colleague and most importantly...A CLIENT.
Once you have made the decision to do this, picking out the card or stationary is often the easiest part of note writing. Once you get started, you may find yourself staring at a blank piece of paper.
Books are available that speak to the art of letter writing but note writing does not have to be complicated. They are generally short, sweet and conversational in nature.
I have included some quick NOTE starters that are more Real Estate related as suggestions;
- I was going through my files today and realized it has been a long time since.....
- Here is some information I thought you might find........(news article, quote, picture, etc...)
- I'm at an Open House today and had a few moments, so I thought I'd write you a quick note.
- Thanks for the _________(call today, invitation, information). It really meant a lot to me.
- I was very impressed today when you ....(said or did something) Just thought you'd like to know.
- My business is like your business: slow without leads. If I can help anyone you know with their real estate needs, would you mind giving them my name?
- I just wanted to say thanks for all the little things you do for others.
- There are many people in the .......(pool, dry cleaning, repair) business, but few do it as well as you!
With the variety of opportunities of situations in our type of service orientated business, handwritten notes are great ways to add your personal touch and keep you top of mind with your clients.