In today’s society, sales is kind of frowned upon and increasingly discarded by Realtors and sales people in general. Many people go to extremes to call themselves anything other than sales person. Marketing is the trend and where it is at for businesses and most sales people today. And though people are VERY resistant to “being sold” the great dilemma facing most people is this: marketing is limited as well.
People are deluged with marketing and so we have created a society that trusts no one. According to one marketing expert, only 1 in 10 people will open up to their true needs and wants due to lack of trust. Trust is the missing link. The thing that can merge sales and marketing and bring it home to increased profits. Your goal, my goal, is to develop trust. The number one method of building trust is to consistently add value. Staying in constant contact with your friends/family/past clients-your database, and adding value consistently is the only method that REALLY produces quantum leaps in sales. We have found in studies in the mortgage business that for every 100 people in your database that you touch base with on a monthly business with value added tips or a phone call, you can guarantee one closing a month. So with 500 names in your database, and properly marketed just once a month consistently, you can count on a MINIMUM of 5 closings a month! Wow! And that is on top of any other marketing you do.
With all the companies going out of business, there is a lot to be said for the person who is still there adding value month in and month out. If you don’t have your database set up, and are not adding value to them monthly, then you are missing a golden opportunity. People who know you, have used you, already have trust. They WILL refer and use you again IF you stay in touch with them and add value. It is the edge you have over every other competitor. Do this one thing and watch your sales explode!