Strategies for Servicing Listings

Happy couple real estateIn order to be successful in real estate in the long run, it’s important to learn strategies for servicing listings well. In an active market, and when your listings are priced right for that market, you won’t spend much time servicing listings because they’ll sell quickly. You’ll spend more time monitoring transactions through to completion.

But we aren’t always in an active market. And, in any market, there are properties that appeal to only a small percentage of the available buyers. So you’ll need to know how to service listings over a period of time until the right buyers are found.

The Champion sets the sellers up for a smooth running relationship at the time the listing is taken. He tells them what to expect, what the market is doing, and how prospective buyers and the agents working with those buyers will operate. Then the Champion stays in regular contact with those sellers until the listing sells. [Read more…]

How often do you follow up?

I’m often asked, “How often do you follow up with a potential client?” Or, “How much do you follow up on a lead?”

Sales can be a frustrating business when potential clients don’t answer your calls, don’t return your calls, and don’t respond to emails, letters or whatever type of communication you use. With all the great technological advancements of our times, buyers have many ways to hide from us. But, if they’re hiding, maybe they don’t really have an immediate need. How are you to know if they won’t communicate?!!?

My philosophy on follow up is that you:

Follow up, follow up, follow up until they buy … or die.

That statement usually gets a chuckle from my seminar attendees. Some people who read that line of advice will cringe internally because they hate doing follow up or they give up after a couple of attempts at contacting leads.

The “cringers” are the ones who lay the groundwork for the champions. With their “couple of attempts” to contact leads, they leave a reminder that the buyer had expressed a need in the benefits of their product. It may have seemed important to the buyer at the time, but then as it happens, other things take priority. However, there was a reason they thought it was a good idea to leave their contact information in the first place.

Champions follow up in various ways, at different times of the day/week/month until they connect. Then, through proper questioning, the pros find out what that reason was. They know that the time required to attempt each contact is minimal compared to the potential return if/when they are finally able to serve the buyers’ needs.

Be a follow up nut in a fun and friendly way. Leave messages to build curiosity in the minds of the buyers so they’ll want to speak with you to learn more about how their lives will be better or they’ll save money or live a healthier lifestyle or sleep better at night after they’re happily involved with the benefits of your product or service.

Always remember: Even if it turns out the lead is not qualified to own your offering, they very likely know someone who is. So, even if you don’t end up serving their needs, when you’ve left a positive impression of professionalism and determination, they’ll be willing to tell others about your excellent service.

Copyright Tom Hopkins International, Inc.

Activity Breeds Productivity in Network Marketing

What are you going to do today to build your network marketing business? If you have a list of activities to complete that work for the good of your business, wonderful! If you do not, it may time to take a look at your goals for your business and your motivation to succeed in it.

If you were truly inspired enough about your product and the opportunity to build your own business when you joined your company, you should be excited to get up every morning and talk with everyone you meet about it. The time you spend actually presenting either your products or the opportunity to others is what your day should be based on. However, there will be days when you do not have anyone new to talk with. When that happens, you still need to be productive.

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Handle Sales Challenges Promptly

Sales professionals handle challenges promptly. This includes returning calls as quickly as possible, researching the details of what caused the challenge and finding creative ideas for resolving them.

No one wants to face an angry client. Yet delaying a response to their challenge will only create more challenges down the road. Dont’ feel that you have to have a solution before you contact them.

Think about how you feel when you’re unhappy about something. Isn’t it better when someone just gets back to you quickly to either gather the details or just to listen to you vent? Once calmness and clarity reign, solutions can be sought and provided.

The better you are at resolving the inevitable challenges associated with being in sales, the more your business will grow–by referral. You can bet John and Sally will tell everyone they know about their challenge. Don’t you think it’s wise to give them a happy ending to the story (wth you being the hero)?

Even if you are unable to resolve their challenge fully or immediately, stay in touch with unhappy clients until they’re satisfied or ready to move forward–continuing to do business  with you.

Listen to more simple selling solutions in “How to Master the Art of Selling Anything.”

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (

Prospecting, Being a Valued Resource

Prospecting EverywhereThrough your prospecting efforts, you encounter more people in a single month than the average business owner does in a year. Because of that you can enhance your role as a product or service provider with all of your clients. Make yourself more valuable to your existing clients and they’ll do more business with you. They’ll also provide you with more referrals than you’re getting now. With referral business, they’ll help you cut down the amount of time you need to spend prospecting.

You do this by sharing ideas. Start paying attention to what Company A is doing to survive the current market. Watch what they are doing with their advertising and ask if it’s working well for them. Consider if it’s something Company B might also benefit from as well. Becoming a gatherer and sharer of ideas is just as important in serving the needs of your clients as anything else.

Of course, never share information between competing companies. However, when it’s appropriate, be a walking reference guide for all of your clients. Not only will they thank you verbally for the input, they’ll thank you with their continued business.

If your largest accounts have cut back their ordering, it’s likely have a little time on your hands in the servicing area of your job. Invest more time attending to the needs of your smaller account. They will appreciate the added attention. You might also find new avenues to sales through increased business with them. Even better, they may provide you with referrals to other potential clients that allows you to cut your prospecting time. A warm referral is better than a cold call any day.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack ( To learn more prospecting strategies, consider “Sales Prospecting for Dummies” authored by Tom Hopkins.

Ignoring Clients = Lost Sales

The average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. If you sell to businesses, some of them may close. But, many simply stop coming. That’s because you haven’t established relationships with those clients. The clients feel no loyalty…no obligation to return.

With the cost of gaining new business five times that of keeping current clients, it’s wise to do all you can to keep those people coming back for more.

Even if your product has a long life span and people shouldn’t need to replace it for a long time, you still want to work on keeping those clients loyal to you. The reason: They’ll tell their friends, relatives and even strangers about what a great experience they had with you. They’ll be your biggest fans and provide free advertising for you with their testimonials and referrals. [Read more…]

Strategies for Finding New Business

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The Power of the Written Word/Shelley Kaehr, Ph.D.

Shelley Kaehr, Ph.D.

by Shelley Kaehr, Ph.D.

Today, I wanted to THANK YOU for something you’ve been teaching for years – the power of the Thank You note.  You always said we should write notes – by hand – and send them out to people.

So here’s what I want to talk about – hand written notes vs. sending a line of thanks on e-mail.  I think this concept is ambiguous in today’s marketplace because so much of our communication is now delivered in electronic format.  Internet based communications have a lot of pros – they’re Green, aka easy on our environment, etc., but yet, electronic media still feels a bit impersonal, don’t you think?

I still send hand written thank you notes to customers and clients, and am continually astonished by their reactions.  I guess they’re surprised I still know how to put pen to paper and lick a stamp!  Many recipients act as if I am the only soul alive who ever sent them a card, or worse, they haven’t received one since the 1980’s, and treat it as some bit of cherished nostalgia.  It’s a sad statement, really.  I believe people should expect more from service professionals.

For that reason, I cannot overemphasize the value of the handwritten thank you note. I believe it’s more important than ever, because so few people do it anymore.

Sales pros who take time to stand out in today’s crowded marketplace are sure to see that effort impact their bottom line.  Thank You notes are the easiest way I know to be seen.

Shelley Kaehr, Ph.D. is a world renowned life coach and author of over thirty books including Sales 101: Simple Solutions for Sales Success, which Tom calls, “Proof that good things come in small packages.” Visit Shelley online at