Every once in a while I'll get a disgruntled email about how I email too much (I email once a day to my house list of real estate investors.
So why do I email once a day?
Because building rapport and creating relationship is one of
the more important factors in any business in any industry.
If I don't become you're "daily talk show" (which
is what a daily email/podcast/article is about) I don't build rapport and I
don't build a relationship. And building a relationship is NOT done in with an
occasional touch. An occasional touch (like one phone call every once in a
while rather than an actual visit) is the best way for people to forget about
you.
But, if you display your personality through a medium that
people can connect with on a regular basis, then they start to become your
"fan". Regular touches I find to be the key to constant referrals,
and increased rapport. My real estate agent I will go to the moon with. Why?
Because he's the only agent I know that comments regularly on my social media
posts, he sends postcards (especially on b-days), and calls on occasions.
For my house list, I email daily with entertaining,
information-packed emails.
Will I turn people off?
Most likely.
But for every one person that's offended you get 3 others
who praise. And my recent testimonials of just my emails alone prove it.
The bottom line for all you out there meeting with sellers
to buy a house from... be yourself and build a connection with the sellers.
Listen to them, tell a relevant story, "shoot the crap" with them.
Drop in regularly to see how they are doing. There may be some that don't like
you, but more will enjoy your genuine personality.
You can follow scripted questions, but make sure you adapt
them to who you are and your personality. When I would follow scripts from
Gurus, I tended to sound robotic. So I gleaned over those scripts, threw them
out, and just started being my self while at the same time keeping the deal in
mind. After that, the appointments went much smoother with more success.
Don't forget, when you're with a seller let them do the
majority of the talking. Being yourself is important, but more important is
asking them a lot of questions and letting them talk. The best book on this
topic is "How to influence people and make friends". This book is the
bible on not only relationship building, but selling as well.
"Ask, ask, ask"while being yourself with constant
contact is the key to increased conversions, likability, referrals, and deals.
