Well over the years I have developed a simple 3 step follow-up system that doesn’t take a lot of time. It has helped me grow my home staging business and more importantly, lead to new clients who I have really enjoyed working with. Setting up any system takes time and with practice this system will become second nature to you. To really make it work you need to schedule it in as part of your marketing and sales strategy. Whether you chose a day of the week or after each event to implement the follow-up system doesn’t matter. What matters is that you make it a habit and become consistent with it.

Try my simple 3 STEP ‘Fortune is in the Follow-Up System’ approach to attracting new clients while building meaningful and lasting client relationships

Whether you are at a networking at an event, trade show or private gathering the best way to connect with someone is to engage them in a conversation first. Ask them about what kind of business they have and/or referrals they are looking for. Truth be told, networking is all about the other person first, and then about you.

IT’S NOT ABOUT YOU, ITS ABOUT THE PERSON YOU ARE TALKING TOO!

That may seem a strange thing to say, but if you are focused on what you are going to say about yourself, you are doing the other person a disservice by not being fully present and listening to what they have to say.

When it is your turn you can introduce yourself either following the format the event is using, or your own outstanding infomercial that focuses on the results your clients receive. Then you exchange business cards not before.

This is the follow-up system that I use:

Create Your Database/List

•  If you do not have an e-zine/e-newsletter sign up then at the very least put the contact information into your Outlook program and set up a Distribution List.The Distribution List should contain the name and date of the event/function because that will help you remember when and where you met someone
• If you have an ‘opt-in’ e-zine/e-newsletter system then you need to enter all the names into your system and they will ‘opt-in’ if they want to receive information from you.
• If your e-zine/e-newsletter system does not require an ‘opt-in’ because you have permission to enter their information and to send them information those people who really are not your ideal client, will simply unsubscribe.

Send out a Nice To Meet You email

•  If you have a small number of people to follow-up with you can personalize each email using their first name.
• If you have a large number of people to follow-up with then do a less personal email and make sure you BC (blind copy your list otherwise you are violating the privacy laws).
• In this friendly email, let them know you enjoyed meeting with them and ask them if they would like to meet for coffee. This is the REASON you are following up. You want to get to know them better, and for them to get to know you better.
• If you have some kind of ‘free’ offer to give you can put this in your follow-up email but do that as one of the last things – people often look at your P.S.

Getting Together With Someone New

• I recommend that you phone someone you really want to follow-up with even after you send out your blanket email. We are such a ‘high tech – low touch’ business world right now a phone call goes much further than another email!
• If someone emails you back and wants to get together then do them the courtesy of finding out more information about them. Go check them out through their website and learn something about them before you meet. This shows real interest and lets them know you are not wasting their time, but in fact, our genuinely interested in how you can help them.
• Even if you think or know someone is not your ‘ideal client’ it’s still a very good idea to meet with them because they may just become a great network referral for you!
• When you do meet one-on-one let them know you value their time and find out more about them. Once they have shared information about themselves, then it is time for you to share what you are looking for with them.

PEOPLE NEED TO KNOW YOU, LIKE YOU AND TRUST YOU

Social media is playing a bigger and bigger role in small business growth. If you have the time, or a virtual assistant, look each person up on Facebook, Twitter, LinkedIn and any other social media site you think they might be on and ask to connect with them. Start following them and commenting on their site if you want to know more about them before you meet.

It may take several times before you really connect with someone. Be patient and continue to follow-up with them. If they have signed up for your e-zine/e-newsletter they will start to get to know you in time and they will be phoning you for a meeting.

Why Followup is your most important tool

Heat Up Your Kitchen

Depending on your budget, why not start with the less expensive type of replacements that will make your old kitchen look like new. Remember, this is probably one of the most important rooms in your house to show off to the new family. Start with some new lighting fixtures and do not forget to replace the old cabinet door handles. A new sink or kitchen faucets will do wonders for the perfect open house. And if you have a larger budget, think about re-facing your kitchen cabinets which is still less than buying new ones.

A Face-Lift Will Make Your Home Look Younger

Another eyesore you want to avoid is if your kitchen appliances do not match. A simple solution would be to order new doors or face panels from the manufacturer. Most people don’t realize this but many dishwasher panels are white on one side and black on the other and they are easy to change.

Give Your Bathroom Some Style

The bathroom is another important room in the house that may need updating. And it doesn’t have to mean mortgaging the house, so to say. Consider a new toilet seat or a pedestal sink. They are easy to install and can create a whole new look.

If your floor looks old and dingy, replace it with vinyl or sheet tile. Another tips is to replace old, broken chipped tiles with new ones and do not forget to use new grouting if needed. If you have extra money for improvements, put in a new prefabricated tub.

Paint, Paint and More Paint

People seem to forget that painting is not only an inexpensive home improvement, but it can bring an old room alive. It will look new and clean. Paint all trim a contrasting color and do the ceiling!

Here’s something new to think about. Paint your walls three different shades of the same color. More and more decorators are suggesting this new type of theme. Put the darkest shade on the bottom third with the next lightest shade in the middle and so forth.

This Would Be a Good Time To Look Down

What do you see? Old carpeting? Then you need to take some steps in making this look like new which in turn will reflect the same look on your entire home. This is no time to do-it-yourself. Call a professional carpet cleaner and let them do their voodoo that they do so well.

On the other hand, if your carpet is showing serious wear, a quick cover up could be an inexpensive, strategically placed area rug. Replacing wall-to-wall carpet is not always the best idea since most new homeowners moving in will want to choose their own carpeting.

The Entrance Says It All

This is the very first thing you, and your guests, will see as they enter your home. If the door is made of wood and in good shape, then a new coat of paint or refinishing it may be the answer. But if you have a steel door and you notice it is dented, replace it with an inexpensive steel door, a fiberglass door or upgrade to a nice wood grain door.

After you paint or re-finish the front door, think seriously about replacing the door knob, lock set and knocker. Another great tip is placing two large planters on both sides of the new door.

Your Home and Curb Appeal

These tips may seem obvious but let’s go over them anyway. When new buyers pull up to your address, make absolutely sure the lawn has been mowed and manicured. Make sure any bushes you have are trimmed as well. The inside of your home may be immaculate, but if the outside looks like a complete mess, your odds of selling the home just went down.

Consider talking with a professional landscaper. They will no doubt give you some great suggestions on simple and inexpensive ways to make your lawn a masterpiece. The last thing you want is for your home to remain on the market just because it doesn’t look presentable. You won’t like this, your agent won’t like this and of course, your St Louis mortgage broker won’t like these avoidable delays at all.

Consumers who are wanting to find out more about a St Louis mortgage loan along with the best rates, we invite you to visit Floyd J. Tapia’s site at http://www.LibertyLendingConsultants.com/St-Louis-Commercial-Loans on how to choose the best St Louis mortgage broker for all of your St Louis lending needs. Or give Floyd a call at 877-334-0210 or 314-334-0210.

How to Make Your Home Ready To Sell

Realtors are Public Speakers

Well, guess what? If a public speaker wants to make an impact with his or her audience, the one tool he absolutely needs to protect is his voice. Doing so, will allow you to effortlessly do your job as a Realtor so that customers can understand your message and content.

Before I worked as a professional speaker and humorist, I trained as a professional actor. I did oodles and oodles of stage work that allowed me to speak on a stage and be completely heard (without straining) in the last row of the theatre/auditorium.

I accomplished this with hours of voice training and the proper use of my voice using my diaphragm.

You see, your voice box is a muscle, and just like any other part of your body, if you abuse it–you will lose it! And if you don’t take care of your body and don’t get enough sleep or you’re fatigued, I guarantee you, as the sun rises in the east and sets in the west — your voice will be the first thing to go! Hello, laryngitis!

Your body and voice should work in peak performance mode so your inspiring message and content ring loud and clear like a bell!

Please don’t rely on the sound system to help you out if your voice is scratchy, hurting, or withering away due to fatigue.

The result will be a scratchy voice that is NOW louder to your audience and more annoying to listen to. Remember: If your voice fails, you’re a goner! Also apologizing to your audience every few minutes will not help the matter. They don’t care. They want a speaker they can ALL enjoy now!

What to Drink to Protect Your Voice

Yes, drinking is very important. Of course, we’re talking about drinking the right fluids that are NON alcoholic. Working pros know that alcohol is a clear no-no before preparing to speak in front of an eager audience.

I can’t tell you how many times at night before doing a corporate show, a client or an attendee has offered me a cocktail before bounding onto the platform.

I always turned it down, and I hope you do the same. You see, not only will the alcohol dry out your throat, but the combination of drinking it and talking to a crowd are fraught with danger.

Try this on for size. You could forget what you wanted to say; you could stumble off the stage and into the audience. Landing off the platform and into the lap of an audience member is NOT how you want to be remembered, do you? And just imagine what the evaluations forms will point out.

“Speaker was pretty decent until she stumbled off the platform and landed on me breaking my collar bone! Would enjoy hearing her again when she’s sober and I am healed!”

Again, do yourself a favor: Drink alcohol AFTER your presentation during your down time in the hotel bar!

That said, you should do everything you can to lubricate your voice and not have phlegm rear its ugly head. The best thing to drink is plain old H2O. In fact, you should drink a lot of water (hydrate as they say) the day BEFORE you are scheduled to speak.

Doing this will moisten up your vocal chords, not to mention your entire body (which is always a good idea anyway.) Then during your speech have a cup of room-temperature water beside you on the lectern, and sip it every now and then.

Another big no-no is to keep away from soda and other carbonated drinks right before your presentation. If you want to protect your voice, remember to stay away from carbonation, especially if you do NOT want to belch or slightly burp on stage. Imagine the embarrassment when you belch out a word or two in the middle of your talk!

If water is just not your thing, try drinking something naturally sweet, like orange juice or grapefruit juice. They are astringents and can help clear any congestion from your vocal chords. Again, doing this will enable you to NOT have to clear your throat after every other sentence!

Coddle Your Voice Like a Baby!

Just as you wouldn’t send your small child out into the cold without a sweater and scarf, do the same for your speaking voice.

Protect your voice by wrapping a winter scarf around your neck in winter. Wear turtleneck sweaters and shirts (in season, of course). Wisely, do what you have to do to keep yourself and your voice warm and cozy.

Don’t go too far by wrapping a woolen scarf around your neck in mid-July. Oh, sure, other speakers might know you are protecting your voice. BUT some folks might think you’re a nut job and could possibly alert the authorities. (And no, that never happened to me!)

What You Can Do as a Realtor to Protect Your Voice

Does the word “strain” conjure up feelings of pain or tension? Well, your voice thinks it does! Common sense dictates to always use a microphone when you are speaking to an audience. Certainly if you are in an intimate setting, say less than fifty people, then you might not want to. But only do that if you can project your voice properly to your listeners without hurting it.

Along with being trained as an actor, I also trained earlier in my life as a singer. And because I was, I always want to keep my voice limber by singing scales and doing certain vocal exercises.

If I am on the road (and I usually am when giving a presentation), I do my scales in my hotel room (preferably in the shower). My public speaking program has certain voice exercises for you to use that can help give your voice more timbre, vocal range, and flexibility.

Remember: Just like an athlete stretches his arms and leg quads for flexibility, so must a speaker get his voice flexible to get the job done!

Be prudent: If there’s a break during the day’s schedule before you have to speak, protect your voice by taking that time to be alone.

Do your best to NOT speak to anyone. Explain to your host or client that you’re not being antisocial; you’re just saving your voice for the time you’re scheduled to speak. (They’ll hopefully understand and drift away for you to be alone!)

Again, it’s worth repeating: Before your begin your speech, find a quiet area (preferably your hotel bathroom) and warm up your voice. Do this just as you would warm up your muscles before you go for a jog or whatever type of exercise you enjoy doing.

Don’t worry if a few people can hear you doing those odd vocal exercises to continually protect your very important asset: your voice!

Peter “The Reinvention Guy” Fogel is a humorist, speaker, & reinvention expert. He delivers energised presentations on humor, reinvention, copywriting, & marketing across America & helps entrepreneurs reinvent themselves & unleash their “inner public speaker” for bigger profits. FREE “7 Days to More Effective Public Speaking” e-course: http://www.publicspeaklikeapro.com/public-speaking-secrets.html & get over $120 worth of free Mp3 Downloads

How to Protect the Realtors Voice

The author defines devotion to a profession and lists the steps that translate into spectacular money. This book can keep beginning agents from spinning their wheels and show those already in the business how to make opportunities to succeed.

This is the only business where you wake up every morning unemployed and your success is a direct result of how hard you work! Here you will get the advice of one who has succeeded and avoided the mistakes and faults she observed in others.

This book will give you the impetus and confidence to approach anyone, help them make investments, get the home of their choice, and enhance their worth, while doing the same for yourself. –Ann Bailen, GRI, ABR; Coldwell Banker

It s amazing how many people are starting careers in real estate today, yet how many are successful at it? There are many (more…)

How to Become a Million Dollar Real Estate Agent in Your First Year

Based on the outstanding success of Darryl Davis’s seminar “The POWER Program,” this motivational guide utilizes POWER Principles to help the new agent as well as the experienced top producer dramatically increase listings and sales.

The book is full of Davis’s surefire methods for managing the sales process, including time management for agents, prospecting for listings, handling the seller’s and buyer’s concerns, maintaining a winning attitude, and generating more sales in less time.

He also reveals how clever use of the Web can provide a competitive edge and how the top producers work smarter­­not harder. Offering field-proven tools and techniques, Davis shows agents how to progress at their own pace (more…)

How To Become a Power Agent in Real Estate

“The Millionaire Real Estate Agent is the step-by-step handbook for seeking excellence in your profession and your life.” — Mark Victor Hansen, Co-creator #1 New York Times best-selling series Chicken Soup for the Soul(R) and Co-author, The One Minute Millionaire

“This book presents a new paradigm for real estate and should be required reading for real estate professionals everywhere.” — Robert T. Kiyosaki, New York Times best-selling author of Rich Dad, Poor Dad

Anyone who wants to turn their real estate practice into a highly successful business must understand the fundamental models that drive the best real estate agents in the industry. In The Millionaire Real Estate Agent these models are revealed and explained. This book represents (more…)

The Millionaire Real Estate Agent: It’s Not About the Money

The Fundamentals of Listing and Selling Commercial Real Estate provides a complete foundation for a career in the Commercial Real Estate Industry.

The text contains a comprehensive study of property and investment analysis, mortgages and leases, as well as practice techniques such as prospecting, presentations, and negotiating.

See all Editorial Reviews
(more…)

The Fundamentals of Listing and Selling Commercial Real Estate

You’ll learn everything you need to know about the four systems that are vital to your team’s success in the four core management areas-Activity, Time, Personnel, and Business.

Zeller shows you how to find the right team members, evaluate your situation, and build your business and team around your specific needs.

Packed with insider tips and real-world examples from Zeller’s 15 years of experience, this comprehensive guide helps you: Determine the ideal team structure and size for you Select, train, position, coach, and manage to get the best performance out of each team member

Create a culture of consistent prospecting, learning, and development Work with buyer’s and more (more…)

The Champion Real Estate Team: A Proven Plan for Executing High Performance

“Dirk Zeller’s approach is brilliant! He gives the best basic marketing techniques to his students. I applaud this book.”

Bonnie S. Mays, vice president, Realty World America, and executive director, Realty World Academy”

Follow the advice in this book and you will join the growing list of real estate professionals who call Dirk Zeller their mentor!”

Rick DeLuca, nationally recognized real estate speaker — Review”

Dirk Zeller’s approach is brilliant! He gives the best basic marketing techniques to his students. I applaud this book.”—Bonnie S. Mays, vice president, Realty World America, and executive director, Realty World Academy”

Follow the advice in this book and you will join the growing list of real estate professionals who call Dirk Zeller their mentor!”—Rick DeLuca, nationally recognized real estate speaker

Classic Insight into Building a Fabulous Career in Real Estate

Welcome to the world of real estate sales! Now, you control your (more…)

Your First Year in Real Estate: Making the Transition from Total Novice to Successful Professional

“On my scale of one to 10, this outstanding real estate sales training book rates a solid 10.” — Robert Bruss, nationally syndicated real estate columnist”

This is not a book for average realty agents. Only the best real estate agents should read this intense book.” — Robert J. Bruss, Inman News

“It is incredibly thorough and it is as down-to-earth and as real-world as it could possibly be. It would also be an extremely valuable resource for the veteran professional looking for ways to bolster that all-important bottom line.” -The Real Estate Professional

(more…)

Make Millions Selling Real Estate: Earning Secrets of Top Agents