I got this email tip from Rick DeLuca today:
I want you to picture yourself as a prize fighter. Climb into the ring, warm up and the bell rings! You jab your opponent, then move to your left/right, then jab again. However, the most powerful thing you can do is jab and immediately follow-up with a right/left cross. You don’t need to know anything about boxing to understand the example I’ve drawn for you. Jab and punch. Seldom do you see a prize fighter not “follow up” with his first jab/punch. It’s the “combination” that takes a toll.
So, what has this got to do with what we do for a living? I see too many agents do one activity and NOT follow up with another. An example is you do a mailing/email to your database and nothing else. You have a phone conversation with someone in your database and nothing else. How about this? You do a mailing and follow up with a phone call. You have a phone conversation and follow up with a handwritten note. You do a listing presentation and follow up with a note and/or phone call. You add someone to your database and follow up with a note, etc.
The point is this. When you do any activity, look for an opportunity to FOLLOW UP with your second punch.
Rick is a really nice guy, was met with incredible success in his career, and is quite knowledgeable. What strikes me is the simplicity of the message. We all know what to do. There are no "secrets" to sell Real Estate. The question is always the same: "How consistently are you doing what you are supposed to be doing? Following up is a perfect example of that.
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