offered, this information to them. They’re constantly reaching out to me, you know, “Do you have any listings yet?” In fact, a couple of them now are saying, “We’d like for you to represent us as buyers.” So, you have to learn, what works best. I’m also a certified probate specialist and the attorneys like the book. I’m old-world as far as marketing and prospecting. I like to go out and do nose-to-nose. I just get more out of it from my prospects. I show them an example, you know, “This is one of my books. I have several titles, depending on what your need is.” And then I also let them know that I also have a free monthly magazine. I let them know that this magazine, “I can either give you a hard copy, or I can send it to you digitally.” It just works. I have two meetings a month to teach about financing or the real estate process. I’ve set it up through one of my escrow companies, and I will have an escrow officer there and a lender there. When I send out my notices, I tell them that you will get a free copy of whichever book applies to them for attending/ So it helps get the attendance up” Most of her clients loved her books and asks for more. “I have a lady who, she’s been my client now for several years, she loved the book. She had started out as a renter two and a half years ago, she became a buyer. She loved the book. She tells her children, “You’re not using anybody but Honey, Honey will give you a book.” I don’t have to open my mouth. She does it all for me. My eye doctor, I gave him a book and he asked if it’d be possible to get a couple more books for family members. I said, “Yes, absolutely.” I’m not stingy in giving them out. I am a firm believer you have to spend money to make money, but they’re worth every penny. They’re actually more, they’re worth more than every penny,
because your return is just super. I probably get four to five extra transactions a year, if not more.” She always have her books and magazines in her car. “If I have leftover hard copies of my magazines, when I’m prospecting new people, I give them the old copy, the fresh copies go to my existing people that I’m talking to, you know, on a regular basis. I keep magazines with me at all times because number one, they’re light enough. I can put a couple in my purse, so when I’m in the store cashiers love it. You just never know, you never assume. In fact, one of my clients, I met at Costco. He’d just gotten transferred from San Diego. I went back to Costco to give him a magazine. He had told me his horror story about an agent that had just drug him through the mill and they ended up renting because the agent screwed up a transaction. I think about four months later, maybe six months, he called me and he said, “My wife hit a jackpot. She hit a $25,000 jackpot. We’ve got the down payment.” But that came from a magazine. You never know” “The biggest problem we have in our industry is agents don’t like the prospect. It doesn’t make it any easier than this. I personally don’t care for lead programs because you have to spend an excessive amount of time incubating everybody. Having the magazines and having the book resolves a lot of issues. I start out every month with a copy of my magazine and every month I reiterate, “If you would like a family member to have a copy, just shoot me their name, email address and what it is they’re looking for.” As time goes on, you build that rapport. It gives you a reason to knock on the door. With that book and or the magazine, it’s a lay-down, it opens pretty much any door. So, then it’s just up to me.”
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November 2022
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