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There Really Is a 'Magic Bullet'

Apr 25, 2013

Posted by

Carla Cross

About Carla Cross, CRB, MA International speaker, trainer, and coach specializing in career development, business planning, brokerage management, leadership, and instructor development. What sets Read more

There really is one simple, anyone-can-do-it  'magic bullet' for success. When I'm teaching or coaching, people always ask,  “What is the one thing I should do to get business?”  The is one thing you can do that requires
  • No skill
  • No experience
  • No money
  • Little time

(Perfect for new agents!)

And, this one thing will make you stand out from the crowd better than any other one thing you could do! What is it?

Write a thank you note (a real hard copy note, not an email)


Because manners and ‘thank yous’ have gotten increasingly uncommon! You will stand out simply because you’ve taken the time, thought about that person, and cared enough to write—and put that 44 cent stamp on it.

Write More Than One Note

I’m not going to tell you to write a certain number of notes per day. You set your standard (that means the minimum you’ll do).

What to Say

  • Thank you.
  • Thinking about you.
  • I appreciate you.
  • I used your advice.
  • Here’s something for you that would be helpful.
  • I found the information you wanted.

Big important sales principle:

Contacting people is simply finding an excuse to write, pick up the phone, or go see. It takes 6 times meeting people before they remember you. So, repeat,repeat, repeat. Marketing is consistency and repetition. Follow the marketing principles.

When to Write

  • Right after your open house (within one day, because they will forget you fast!)
  • Right after you talk to someone on the phone
  • Right after you email someone (if you have their address)
  • Right after someone does something nice for you

My challenge: How creative can you get?

You are more creative than you think you are. Now, sit down and think hard about 5 people you’ve started to work with, but need to contact now. What about them fits into any scenario for you to write that note, pick up the phone, or go see?

You’re now using ‘advanced’ sales techniques, and you already know how to do all of this.

Proof is in the Pudding

My first year in real estate, I sold 40 homes. Also, I sent more things in the mail than any other of the 30 agents in my office. Why? Because I wanted to create a ‘critical mass’ of people who thought I was wonderful. Yes, you can also do this with social media. But, you want to stand out. And, you will stand out much more if you write to one person than to many. After all, you are working with that one person who will pay you thousands of dollars. He/she is worth that special, individual effort! That's the one thing you should do to get business. That's the 'magic bullet'.