Day 5:  Today I met an attorney and passed him my card.  I don't think that I've ever met an attorney like him.  He was compassionate and seemed to care.  I look forward to the business that I will receive from him.  I also met a Realtor from Philly.  I gave him my card.  I look forward to any business that he may send me as well.

Talk it up.  No matter what you are doing.  Talk it up.  Get to know people and they will remember you.  Stay positive and up beat.  They will see how great you are.  When you meet people, you have to assess their loyalty.  If you think that they are someone you would like to do business with then ask them, "Who do you use as your Realtor?"  If they don't have anyone then ask them if they would use you.  If they say yes then ask them if it would be okay to stay in touch with them.  Add them to your database as a "C" and reassess their loyalty later.

You need to be qualifying everyone you add to your database as either an "A", "B" or "C". 

An "A" will be your most loyal client that always uses you and tells everyone they know to do business with you.  These clients are your Golden Eggs.  Take special care of them.

"B"s are clients that will do business with you most of the time and may send business your way through their friends maybe.  These clients need a lot of attention but make sure that you are hitting your margins with the returns.

"C"s are new people that you meet that say that they would use you.  Keep in touch with these people and see if they have potential to upgrade to "B"s or "A"s.

I will tell you later how to keep in touch with your database.   For now, keep meeting and greeting, work on your database, blog about your experiences and keep a positive up beat attitude.  Stay focused and read the first page of your journal out loud every day as soon as you roll out of bed.

Paul