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    Randy Roussie

Training Article - How To Use 'Thank You Notes' For More Listings & Sales!

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Real Estate Training Article, Thank You Notes For More Listings & Sales  
 

Training Article - How To Use 'Thank You Notes' For More Listings & Sales!

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I learned the value and power of thank you notes from my father. As a child I would often watch my father write thank you notes. He was in the car sales business and made it a practice to send thank you notes to every new prospect and client.

When I first started my real estate career I made it a point to call my father, he had 44 years of experience, and to ask him what I had to do to achieve success in the sales business. Here was his reply.

Sales is a relationship business first, a performance business second. You must develop sincere relationships with people.

Dad then discussed several points with me - one being the thank you note - and how to use it in business.

How I Applied This Tool To My Real Estate Sales Business

My father told me to make thank you notes a part of my daily tasks as a salesperson. In doing so, it would become a habit and in time I would reap many benefits. Guess what? He was right. Within just a few short months, those thank you notes ended up as listings as prospects/clients started to give me a call.

My Thank You Note Goals

1. Send a thank you note to at least 10 different people per day.
2. Include in the thank you note a free coffee coupon card.
3. Include in the thank you note a P.S. at the bottom.

What Was That P.S. All About?

Do you know that a 'p.s'. is the second most read section, headline is first, of a letter? What did I include in the 'p.s.' section?

A Testimony!

Real estate sales is a referral business. But before people will call you, or refer people they know to you, they first need to trust you. How is trust established? It is done by way of testimonies.

What About That Free Coffee Card?

I went to a national 'brand name' coffee retail store and bought 'bulk discount' coffee cards. I sat down with the advertising manager and explained what I wanted to do and we worked out a deal. They considered it good advertising to provide the cards to me at only 10 cents per cup my cost.

What Do You Say In Your Thank You Note?

That will be our topic for next week's lesson. I will give you the exact language I used within my thank you notes.

Training Article Summary

Success is not an accident. Actually it is a 'seed' - just like any other seed: for example - an apple seed. If you were to plant apple seeds, would you expect to harvest oranges?

Success is the same. Since sales is a relationship business, you need to be planting relationship seeds. There are many seeds in sales, with the thank you note being one of the more important to plant.


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