Page 101 - Social Media Marketing

82 Walk Like a Giant, Sell Like a Madman

Tip: Always try to take someone with you as an opportunity
to train the person and as a way to keep you at the top of your
game. You always perform better when you are teaching.

Green Folders, Red Folders

A system can be as simple as using red folders for buyers, green fold-
ers for sellers, and gray folders for foreclosures. A system is nothing
more than a way to help you keep track of your business. Your sys-
tem can include checklists, form letters, schedules, and worksheets.
As your business grows in complexity, so will your systems.

My public relations manager handles the calls that come in when
people want to buy one of the professional products we offer to
other salespeople, such as our DVD selling system. She keeps a
checklist taped to the wall by her phone that reminds her of all the
questions she needs to ask to complete each order, including the
expiration date of the caller's credit card. That checklist is a system,
a way of helping our public relations manager get her job done.

The systems in my office range from simple ones like that to
fairly complex ones. The important thing for you to do is to start
creating your own. No matter what you sell, cosmetics to computers,
there are constants. You need to prospect for clients. You need to
handle the paperwork. You need to cultivate past clients. For all of
these activities, you can set up systems-organized processes for
handling each chore.

Keeping Me Out of It

We have a closing coordinator who handles the entire process from
the time one of our agents sells a home until the sellers and buyers
close the transaction. Our closing coordinator has done more than
100 closings in a month. She has a variety of checklists that go into
every single file. There can be dozens of items, from getting the