Easier than dieting

By
Real Estate Agent with YourStories Realty MA# 9517963

ERMD_©Leo Reynolds_flickr

Time blocked activities, to me, are easier than staying on a diet.  The activities of researching, canvassing, walking, talking, calling and following through are more direct than counting calories or time on a treadmill.  It is a matter of just doing what is already assigned to you in your daily planner.  The only two of these tasks I am having difficulty with are the research and the calls.  When I finally drag myself to the task I am ok with the work, but I don’t do it enough.  It is my focus now and will be until I get it as a better part of my daily routines.

There are many plus sides to delivering one hundred promotional cards a day (only the nice weather days) to my farm area.  A day doesn’t go by that I don’t engage in neighborly talk with the people I run into.  Yesterday there were several people who watched me go to door after door and the would come out of their house to see who this guy in a tie and jacket was delivering to their homes.

ERMD_©much0mas_flickr

I met two entrepreneurs on different blocks and we discussed the difficulty in reaching an audience through the net.  I met a stockbroker home from the school spring break and we had a lengthy conversation about his early days of cold calling.  I explained how this was better for me than cold calling.  My only goal was to get 100 cards delivered and have polite and friendly conversation with those I meet. (My second post card to this area will include a note saying I will be by on a specific day to meet them and to deliver my card to them personally)  He thought that was a much better approach then trying to sell in a first meeting situation.  I personally think that the old school method of immediately launching into a sales pitch puts you in a diminished position with people until you show them some value.  The value is you as a person showing that you care enough about their neighborhood to be out walking it and delivering your message about what you offer the neighborhood.  The fact you don’t immediately launch into a sales pitch demonstrates your strength in the market.

 

 

ERMD_©Beardy_Vulcan_flickr

You are not needy, you are confident and ready to help when they need it.  This has more juice for you in the long run.  Desperate and needy is no way to sell, confidence in the ability to serve their needs as you wait for those needs to be shared will net you clients who feel as though they have a better professional working for them.  As I said, this is my opinion and I will keep you tuned to the results.

TALE OF THE TAPE: Day 71 of 90

We are working REO’s with Jeff Scherrey out of Arkansas.  I got a call from Jeff late Tuesday about a couple who called him about one of the houses we are selling.  Last night I showed them the property and they are coming to my office this morning to make an offer.  Tomorrow the house goes on auction.  It should be interesting to see what the banks do with this.  I will keep you tuned.

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Posted by

Larry Lawfer

Realtor®, Director of Marketing

Keller Williams Boston Southwest

680 High Street

Westwood, MA 02090

larry@lawfer.com, 617-774-8292

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Rainer
111,693
Cari Anderson

Larry: I like your approach. My husband just switched from the lending side with me to the realty side and we were discussing earlier this week that we should get out and walk the neighborhood. This is a great approach and I will be implementing for sure! And yes, wayyy better than dieting!

March 19, 2010 03:08 PM
Rainmaker
1,285,815
Vickie Nagy
Broker for San Ramon, Danville, Dublin, Pleasanton
Vickie Nagy, Broker Associate Realty ONE Group BMC Associates | BRE#01363932

Sounds like I could use some neighborhood walks, both for the business and for the exercise!

March 19, 2010 03:16 PM
Rainmaker
1,178,380
David Saks
Memphis, Tennessee
The Real Estate Mart of Tennessee, Inc.

The Arkansas deal is a cliff hanger. :-) Best wishes for the successful completion of the transaction.

March 19, 2010 03:17 PM
Rainmaker
447,855
Malcolm Johnston
Trenton Real Estate
Century 21 Lanthorn Real Estate LTD., Trenton, Ontario

I am sure that you are really bonding with some of the people that you are meeting and engaging on your walks. Once people get a feel for you, and that you have something to offer - not just sell, you'll be in like Flynn when they need a real estate service. Best of luck on your deal Larry.

March 19, 2010 03:38 PM
Rainmaker
349,273
Ricki Eichler
Broker,GRI,ABR,TAHS,ePRO - Your Texas Hill Country
Ricki Eichler Real Estate LLC

A good solid neighborhood is a great base for any business.  Wishing you lots of success!

March 20, 2010 12:42 PM
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What would you do today, if you knew you could not fail? What actions would you take, what would you share and how would you treat the people around you. Storyteller Marketing in Real Estate by Larry Lawfer will explore the real estate industry in MA and beyond through the eyes of the community it's people and stories.