Antenna Up for Follow-up (to "Impress" Your Sphere of Influence)

Education & Training with Sell with Soul

Awhile back, I wrote a blog called "Touching versus Impressing." The gist of the blog was that taking the time to "impress" one person may be far more effective than "touching" a hundred. I challenged agents to strive to "impress" at least one person a week.antenna

So, want an easy way to get your once-weekly impressing duty done? Every time you have a conversation with someone, make an effort to learn One Thing about them that you can follow up on in a week or so. And once you've identified that One Thing, WRITE IT DOWN somewhere to remind yourself to follow up and DO IT.

For example, as I write this, a girlfriend of mine is flying home from a romantic getaway with her long-distance beau. It's on my list to call her tonight and find out how it went. A few months ago, I went out for drinks with another girlfriend who had to cut our date short to run home and check on her brand new puppy. I emailed her the following week, asking for photos of the puppy. Another friend of mine is embroiled in an ugly legal matter, so I'll check in with her in a week or two to see how it's going.

Is that simple or what?

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Debra Cernick
DeShazer Ryan Realty - Libby, MT

Jennifer, you make good sense and it does seem that simple. Just having the plan makes it work!

Mar 30, 2009 05:38 AM #1
Michael Delp
Mortgage Pro - Telford, PA

I apply this often. People love when you remember and show an interest in them!

Mar 30, 2009 05:44 AM #2
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

It is true, the little "stuff" makes a difference... much the same as asking how their family is... One of my clients has been running crazy with her mom in the hospital, I always ask how she is... taking the business out of business keeps the relationship alive.

Mar 30, 2009 06:14 AM #3
Dena Stevens Coriz
Rocky Mountain Realty - Canon City, CO
Putting The Real Into Realtor Since 2004

Jennifer, we learn so much from you, thank you!

I do these things naturally, it's who I am. I'm the person whose phone rings during the night, or somebody needs to go to the airport, or I have the phone number to....   but this doesn't always mean I'm first on their list to buy or sell real estate. How do I get over the "helper" lable and bump it up to agent?

Mar 30, 2009 06:36 AM #4
Greg Knowles Santa Barbara Ca.
Fidelity National Title Group-Santa Barbara - Santa Barbara, CA

Jennifer, I thought you might want to know that at a Coldwell Banker office meeting in Montecito Ca this morning your name and selling with soul got some kudos. :o)

Mar 30, 2009 06:37 AM #5
Matt Thomson
Fathom Realty Colorado - Littleton, CO
Helping you find success through real estate

Stop making things so simple.  Don't you know this is a hard business?  You have to do things you don't want to do.


Mar 30, 2009 07:59 AM #6
Sheila Kennedy
J29 Project - Rochester, NY

Great advice Jennifer.  It really doesn't take much effort as long as you schedule time to follow up.  I always have the best of intentions, but sometimes fail to follow through.  Setting up good systems is vital to making my "impressions" count.  Thanks for sharing this nugget of wealth with us.

Mar 30, 2009 10:38 AM #7
Joel Weihe
Realty World Alliance - Wichita, KS
Helping you to use your VA home loan benefits

Okay Jennifer, I love your stuff, but what is that creepy alien thingy doing up there?!?!?!

Mar 30, 2009 03:03 PM #8
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Ooooh, you don't like my "Antenna Up" graphic? Okay, here's a different one!

Mar 30, 2009 10:54 PM #9
Charlie Ragonesi - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

I look forward to your posts as they usually make so much sense. However they have a down side. The give me a headache . The headache comes from me hitting the side of my head with my hand after I read a great post like this and say "Duh , why didn't I think of this?" But headache aside thanks for all the great info you have provided

Mar 30, 2009 11:55 PM #10
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Charlie - you scared me!!!! Caught my attention, though!

Sheila - me, too!!!! I sound so smart ;-] but I don't always Do as I Preach...


Greg - Tell me MORE! You know I'm an ego-maniac...!!!!

Dena - I've heard you say that before... Hmmmmmm.... is all your helpfulness keeping you from taking care of business? And I don't mean prospecting - I mean taking care of clients?

Robert - After meeting you, I'll bet you're good at this - you have a very natural warmth.

Michael - It's SO simple, yet we (myself included) so often forget!




Mar 31, 2009 12:38 AM #11
Greg Knowles Santa Barbara Ca.
Fidelity National Title Group-Santa Barbara - Santa Barbara, CA

Chuck Farish the office manager brought you up. He has read your blog and said he likes your style. You should give him a call. 805 969-4755. I'm sure it would blow him away to hear from you.

Mar 31, 2009 04:40 AM #12
Kelsey Barklow
Hurd Realty - Johnson City, TN

This is so funny and timely. I have two clients right now who are more attached to and my website than I care to say. They are constantly sending me listings to check out for them. I, too, feel a tad guilty but I also noticed that they have expanded their initial search criteria which I probably would not have done so now they have so many more houses for me to research.

Apr 01, 2009 03:13 PM #13
Debra Kukulski, Broker Associate
RE/MAX Suburban - Cary, IL
SRES;SFR,CDPE;GRI;ABR;e-PRO Realtor, Northern IL

More good advice! 

Kelsey, it is more work when your buyers are looking all over the web, including  I always set up a private web search for them through our MLS, so they get all of the member's listings.  Once they feel comfortable that they are getting all of the available homes, they usually save time and stick to the site I set up for them to save time and be more efficient.  It also helps them from being side tracked and looking at homes that do not meet their minimum requirements.

May 27, 2009 02:55 AM #14
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Great tips ! Thanks

Jun 28, 2009 01:51 AM #15
Debra Kukulski, Broker Associate
RE/MAX Suburban - Cary, IL
SRES;SFR,CDPE;GRI;ABR;e-PRO Realtor, Northern IL

The blog update brought me back here and I am glad I did...well worth the re-read!

Jul 31, 2009 12:59 AM #16
Julie Beall
Irongate Realtors - Springboro, OH

l love your logo..thanks for sharing

Dec 14, 2009 10:22 AM #17
Sherry Scales
Austin Texas Homes, LLC - Leander, TX
Realtor, for Austin, TX and surrounding areas

I try hard to remember things about clients and keep it in my notes..They are always so surprised you remembered something about them.

Jan 04, 2012 12:27 PM #18
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Feb 10, 2012 09:11 PM #19
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