An easy and effective way to be more memorable is to write handwritten notes to your clients and prospective clients. Think of how many handwritten notes you receive. Probably not very many. And, what do we do when we actually receive a handwritten note? We usually keep it for a few days or even a few weeks. Handwritten notes separate and distinguish us from all of our competitors. Write notes as a follow-up to phone calls and meetings, or just to stay connected with people in your Sphere of Influence. Notes need only include three sentences. Here are the three sentences along with some examples:
- Acknowledge and thank - ‘It was a pleasure talking (or meeting) with you today.’ OR ‘Thanks for taking time to meet with me today.’
- Personal reference - ‘I am glad to hear that you had a great time in Los Angeles.’ OR ‘I am glad to hear that you are really happy with your new home’.
- Offer to be of assistance - ‘If I can every help you, or someone you know, with any Real Estate need, please let me know.’ OR ‘I am always happy to help you, or someone you know, with any of your Real Estate Needs'.
Other important stuff:
• Always include a business card
• Have note cards, stamps and return address labels readily available
• You cannot write too many handwritten notes!
Most of us allow our fears to limit what we achieve in our lives. Most of what we fear never happens, yet we allow it to profoundly affect us. To act in spite of our fear, we need to identify what we are actually afraid of, and the expected positive outcomes of moving forward.
- What things are you afraid of doing? Begin by identifying the activities and things you would like (in your life and business) that are not happening due to fear. Complete this sentence: I would like to do (or achieve)_________, but I am afraid of what might happen. Make a list.
- Identify the specific fear that is holding you back. Now clearly identify what you are actually afraid of. For example, the first time I swam across the Columbia River, I was terrified and fearful. I thought about all the things that could happen to me (a shark attack - even though there are no sharks in the river).
- Identify the worst and best potential outcomes of doing what you are afraid of doing. In the above example, the worst thing that could happen is that I could drown - even though I was wearing a buoyant wetsuit which would of prevented that. The best thing that could happen is that I would become comfortable with swimming in a large body of water and actually enjoy myself and finish the event (which is what happened). The upside outweighs the downside, which is usually the case.
- Eliminate disempowering and limiting language. Many of my clients unknowingly disempower themselves by using negative words that weaken their motivation. These words include: hope, maybe, perhaps, and should. Become aware when you use these words. By eliminating these words from your vocabulary, you will feel more empowered and confident.
- Act in Spite of Fear. The difference between successful people and less successful people is that the successful people feel the fear and move forward anyway. So, begin to do those things that are fearful - and you will quickly realize that you can act in spite of fear. Remember that fear really stands for False Expectations Appearing Real.
Being proactive is one of the defining characteristics of successful Real Estate agents. When you initiate a call or meeting with someone in your Sphere, you are taking control of your business and being proactive. Proactive people create their own success, instead of waiting for others to call them.
1. Take 100% responsibility for your success! Your success depends only upon you and the initiative you take. You are the person responsible for the quality of the life you live. Be responsible and be proactive!
2. Create a written plan that is clear and motivating. When we write down what we want to achieve, we are creating a vision of what we most want to accomplish. And, we are much more likely to actually implement our plan!
3. Take small actions each day. How do you eat an elephant? One bite at a time. How do you Get Your Sphere in Gear? One phone call at a time!
4. Publicize your plans. Let others know what you are passionate about. It creates enthusiasm and accountability.
5. Visibly display your plans and goals. Before I rode my bike around Mt. Rainier (153 miles) in one day, I put up a big map of Mt. Rainier so I could visualize and internalize the route I would be riding.
By following these 5 tips, you will be more Proactive and will be taking responsibility for your own personal and business success!
To effectively Get You and Your Sphere in Gear, you need to personally connect with past clients and the people in your Sphere. Unfortunately, we allow distractions to get in our way of doing this important work. Here are 5 tips to help you Get You and your Sphere in Gear to create more business and referrals.
- Close your e-mail program and turn off the automated alarms that notify (and distract) you when a new e-mail arrives
- Create a routine for yourself by setting aside 30-45 minutes each day to consistently call and connect with your past clients and Sphere.
- Treat the time you schedule for calling/connecting with your Sphere with the same high priority as you would if you were spending it with an important client. Allow no interruptions!
- Completely clear off your desk, except for documents related to calling/connecting with your Sphere.
- At the beginning of each week, create a written PLAN of who you will contact each day. Nobody plans to fail, but many fail to plan.
By following these 5 tips, you will connect more consistently with your Sphere and as a result, they will think of you FIRST when they have a need for your services.
