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Maximize Your List

April 28, 2010
by Scott Levitt ·  

Scott’s Thoughts: Your List’s Value
Do you build rapport?

“He who wishes to secure the good of others, has already secured his own.”
–Confucius (551-479); philosopher

When you read a name in your contact database, can you remember anything about the person? Where you met them? What they do? Their interests?

When was the last time you contacted them out of the blue? And no, I don’t mean with a “just listed” or “just sold” postcard.

When was the last time you had an real conversation with them, or offered them something that you knew would brighten their day? (You may remember we touch on great methods to keep on top of this in our ebook
The Prosperity Habit.  Click the link to download it for free.)

I’ve mentioned this in the past on my posts on “loud vs. useful” and “the power of listening“, but it’s a concept worth revisiting when considering your contact list.

Here’s why: The age of “allow me to introduce myself” is over. You are (and have been for some time now) conducting business in the age of “how can I be indispensable to you?”

Accordingly, it is not the size of your contact list that matters, it’s the depth of the relationship with the people on your list. Better to have 30 people who love to hear from you than 2,000 who toss your postcard out with the junk mail.

Build rapport, and you build value.

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Comments

2 Responses to “Maximize Your List”
  1. STLrealtor says:

    Thanks, thats a great point, I think its easy to fall into quantity over quality. It seems like people have this feeling “I havent talked to them in forever it would be awkward to call” but the truth is, people love getting those calls from an old friend.

    I’d be interested to hear from you about that list of 30 or so, is there any sort of regular schedule you should be contacting these people?

  2. Real Estate has changed over the years! To some it seams like all the good has gone out of Real Estate! But they forget that Real Estate runs in cycles! Real Estate sales has been good for several years all over the United States! Now we just have too wait for it too come back.

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