Page 221 - ConvinceThemFlip

get them talking
don’t remember you when they are making decisions? It’s
not that they want to forget about you, it’s just that most
people lead very busy lives.
Being the right person, in the right place, at the right
time has much more to do with being front and center
in someone’s memory than it has to do with luck. If you
let your connections pass the ninety-day mark without
renewing them, it’s virtually certain that you will be
unconsciously filed as “history.” But if you keep your
connections alive with legitimate, useful, and mutually
beneficial contact, you will stay top of mind. It’s up to you
to keep in touch, let your clients know what you have to
offer, and how you can make their lives easier.
In 2008 I spoke to several thousand Realtors at an event
in San Diego. As part of my briefing, I was told that many
agents didn’t invest much time in after-sales. According to
polling, 75 percent of home buyers and sellers were satis-
fied with their Realtor and said they would use the same
agent again. Reality reflected that only 15 percent of them
actually do.
The night before the event, I met with the industry’s
top salesperson for international sales—a successful per-
son by anyone’s standards. After a little playful prying on
my part, he shared one of his secrets.
“So, what makes you different from the others?” I
asked.
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