Courtesy Calls with a purpose!!

 Forget Making "Courtesy Calls" Without An Objective

 It's all very well making courtesy calls - so long as there is a clear point to them.  Repeat calls on existing customers or on target customers are a waste of time if all you're going to say is "Hello, how are you, nice weather today, is everything going OK?  That's good, when you're ready to sell or purchase I'm your guy." 

You may think that you are building your rapport and relationship with the customer, but in fact courtesy calls are often detested by the recipient, because you are wasting their time.  Remember, they are busy people too, and while they undoubtedly like you quite a bit, they don't want to stand around making idle chitchat. 

So make sure you kick off with an objective to the call over and above rapport building.  Think of something positive to discuss.  A new listing, a change in your community, a new service your offering or industry news are some suitable examples.  Or, simply try asking some specific questions about your customer's business, needs or customers.  Everyone likes to talk about themselves, and your customers will be no exception.