"People don't just care about what you know...they want to know that you care."
That's is a quote that my branch manager/broker, Barbara Berg, often repeats in our weekly sales meetings. It's also a an adage (as someone pointed out) used by the legendary trainer/speaker, Floyd Wickman. I've probably heard that quote a million times, but for some reason this past week it really sunk into my brain.
Now that I read Jennifer Allan's super "Selling Soulfully" more frequently, I've noticed her reinforce a similar theme throughout her posts. It reminds me of what Barbara had been saying all along, and suddenly everything became even clearer.
Here's how I see it:
Expertise is invaluable, education is definitely important, producing results are critical, but...
If you don't consistently show people that you actually care, all of those qualities may be exist in vain and your career could be destined for a bunch of "one-off" transactions and achievements.
Now don't get me wrong...By no means am I suggesting that one can't be successful in real estate or business, simply because they don't make a conscious effort to show clients that they care. In fact, I know of quite a few successful Realtors and other business people who don't show that they care about their clients, yet they do quite well for themselves. Actually, it's not always that they don't care about keeping in touch; some are just so overwhelmed and busy.
Regardless of why they don't stay connected, one thing I notice about that same collective of professionals is that the often have to keep generating new business leads and start from scratch to build new relationships constantly. They don't get as many referrals as they could.
I really believe it has to do with the fact that they barely keep in touch with past clients, and only reach out when they needed to make an additional sale to meet a quota, needed another commission check to pay a bill, etc.
My goal for 2009 is to make time for letting family, friends and clients how much I appreciate and care about them. I plan to do it first and foremost, because it's just the right thing to do. They deserve as much of my attention as they try to give me of theirs.
Even if it's a simple hand-written note or an occasional phone call. Something is better than nothing!
How about a surprise visit (like the one I made at my uncle Earl's home on Christmas day in Philadelphia)?
He gave me away at my wedding, July 26, 2008, because my father (who is also his brother) passed away from a battle with COPD (chronic obstructive pulmonary disease) on October 25, 2007. I've been so caughtup trying to stay busy to get past the pain of losing my father, "doing my own thing," focusing on real estate and becoming adjusted to being a newlywed, that I hadn't even spoken to my uncle since my wedding.
When my husband (the handsome guy in the tux) & I showed up at his door unexpectedly on December 25th, he put his hand on his chest like he was gasping for air and told us the surprise of receiving our wedding "thank you" note a few weeks ago literally brought tears to his eyes.
**Yes it took me 5 months to write & mail all 170+ thank you notes, but I say "better late than never!"**
If I am rewarded with new or additional business as a result of my efforts to reconnect with people, then that's a cherry on top! If I don't get a single piece of business from it, I'll feel good knowing that I put good karma out into the universe.
Like Barbara always says, "People don't just care about what you know...they want to know that you care."
What are some ways you show clients and your sphere of influence that you care?
Stay motivated,
Amber
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