Had an interesting conversation with a friend of mine the other day. I was telling him about my recent Go-Giver Chronicles and interactions with Bob Burg (co-author of The Go-Giver). My friend mentioned that his first real estate agent helped him find a rental house when he moved to the area, free of charge. Just helped him. No compensation, no contracts, no obligation. Just helpful help.
So, my friend continued, when it came time for him to purchase a home in the area, he called up the agent and hired him to be his buyer agent. His point was that because the agent cheerfully gave of his time in the beginning, he ended up with my friend's business when he had business to give.
I was curious who the agent was; if I knew him or had heard of him, so I asked for the guy's name.
My friend pondered the question. Couldn't come up with a name. John, maybe? He said he'd recognize it if he saw it or heard it, but, darnit, just couldn't remember it right now.
<wheels spin in JA's head>
Obviously, my friend hadn't heard from that agent lately. I asked if he'd ever heard from the agent after the sale and he didn't think he had. That's not surprising... "they" say that the vast majority of agents do a lousy job of staying in touch after a closing and I'm certain that's true.
So, I continued questioning interrogating my friend. I asked if he had heard from the agent, say, two or three times a year for the last five years, would he have been able to recall his name?
He pondered again and said, yes, he would be able to recall the agent's name if he'd heard from him two or three times a year since the sale. But, he said: "Even once a year would have done it."
So, I asked "What if he'd been in touch every month?" My friend groaned... "That would have annoyed me to the point of not wanting to remember him!"
We moved onto a different real estate-related topic that you'll see rambled about here in a few days, but this conversation validated one of my long-held suspicions about our industry... or rather... one of the industries who SELLS to our industry.
I'll continue this soon... but any thoughts on where I'm going with this?