As we start our 6th Peak Producers class,
I wanted to again share some more of Brian Buffini’s approach to developing and
maintaining a steady level of activity and revenue and avoiding the extreme
peaks and valleys that come with the traditional approach to the business.
One of Brian’s keys to achieving that
steady level of business is consistent, personal contact with our “database,”
his term for that well maintained list including our clients, sphere of
influence, contractors, friends, and family. He says, “Writing personal notes
is the most powerful and least expensive way to grow your business!” Here are
the Top 6 reasons for us to write personal notes:
1. Personal notes leave a positive,
lasting impact.
2. They help you build a database of
high quality relationships.
3. They deepen your personal and
professional relationships.
4. Personal notes show you care enough
to invest your time and make you a more likely candidate to receive referrals.
5. They can make someone’s day and they
make you stand out from the competition.
And here are some tips for the Who
and the When to write a note:
Write notes to:
•
Your clients—active
and inactive (I don’t like to call any of them “past!”)
•
Family and friends
•
Your personal
service providers; doctor, painter, landscaper, accountant
•
Lenders and title
agents you do business with
•
Business owners you
respect
•
Someone you’d like
to meet
Write notes when:
•
To follow up a
mailing, phone call, pop by, or a meeting
•
After you’ve
received a referral (Remember to reward the behavior not the result!)
•
When someone does
something that you appreciate or after you have received excellent service
•
Before, during, and
after a transaction
•
To re-establish
contact
•
To simply make
someone’s day.
The bottom line is that personal,
handwritten notes, with only a sentence or two, DO make us take notice when we
receive them, so including writing personal notes as part of
your daily rainmaking activities is sure to help you build and maintain
relationships and earn more referrals on a proactive basis.
Now go fill up that trusty fountain
pen and polish up your cursive!
David M. Hassler
VP, Professional Development
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