The More People Who Know You, Like You and Trust You, the More Real Estate You Will Sell
Ever heard this sweet little ditty? Sure you have, or some version of it. Perhaps you've heard the version that goes "People buy from those they know, like and trust;" Bob Burg made this statement in Endless Referrals, and my good friend Dennis Giannetti refers to it as the "KLT" Principle.
Neato Frito. We're probably all in agreement that the KLT Principle is true.
But let's say it again - out loud:
"The more people who know me and like me and trust me, the more real estate I will sell."
Again. "The more people who know me and like me and trust me, the more real estate I will sell."
One more time... "The more people who know me and like me and trust me, the more real estate I will sell."
Okay, let that settle for a minute and I'll get back to it. But allow me to digress first.
The other day I was talking with an agent whose office is going through a corporate-sponsored prospecting boot camp, complete with group cold-calling sessions and referral-begging contests. She has chosen not to participate because these activities fall way outside her comfort zone; however, she admitted that the agents who are participating are experiencing some success; in fact, much more success than she has experienced in the last few months. Her associates have more listings than she does and appear to be working with more buyers than she is, so, while she's still not willing to participate in all the "fun," she's a little confused and frustrated.
We talked about it for awhile and both of us had the same aha! moment at precisely the same time. The agents who are participating in the boot camp, while using methods neither of us subscribe to, ARE getting their backsides out in the world, talking to people and keeping their activity levels high. Now, whether or not I agree with the tactics they're using (and from what I understand of them, I don't) isn't the point; the point is that her colleagues are DOING something to meet more people, while my agent friend, well, isn't, as she freely admits.
Okay, so back to the KLT Principle.
What are you doing to ensure that "more" people KNOW you? Anything? Or are you (like most of us!) resting on your existing database and quietly wondering why your business seems to stall so often?
Rest assured you DON'T have to do stuff you don't wanna do to meet people; you really don't! People are everywhere, not just sitting on the other end of a phone line waiting for your cold-call or even your warm-call; they aren't just visiting open houses on Sunday or responding to Craigslist ads or signing up for your IDX; they aren't just attending networking events or Chamber of Commerce gatherings. They're everywhere. Even places you'd enjoy being, too.
What can you do, within your comfort zone, to ensure that more of the world's people KNOW you? Without doing things you don't wanna do?
Ideas? Please share!
The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell!
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