Laurie Lonsdorf, The Princess of PersuassionTM, is a marketing consultant and copywriter specializing in fun and distinctive marketing messages. She helps clients make the most of their contacts and networking efforts using her foolproof “touch” systems and packaged newsletter programs. Email Laurie at Laurie@Persuasively.net or visit her website at www.Persusively.net.
When I hear the expression out of sight is out of mind, I think to myself, “That’s really a no-brainer”—what you can’t see you’ll soon forget.
For those of us with lousy memories (and some of ours getting worse by the day), that means our work has to stay right on top of our desk, or we'll totally lose track of what’s priority. Are you one of these people that has sticky note reminders everywhere, on your computer, bathroom mirror and maybe even on the dashboard of your car?
Well if you need a sticky note to remind you to pick up a quart of milk on the way home, how on earth can you be expected to remember the name of a great plumber, dentist or mechanic when you’re actually in need of their services? If those service providers haven’t been reminding you consistently of their existence, there’s no way they’re going to get your business.
As a loan originator, you’re probably experiencing the same problem as well.
It doesn't matter how great the products are that you sell, what an exceptional client experience you offer or how memorable a first encounter you make with a contact while out networking. If you don't follow up often and consistently, people simply won’t think of you as the one to call.
I think it was Mae West who said, "When you're out of sight, you're out of mind, and when you're out of mind, you're out of money, honey."
So how can you prevent yourself from becoming the best kept secret in town?
Start with a plan. If you haven’t heard it before, I’m telling you now—it takes at least 5 to 7 touches to motivate a prospect to take action. That means you have to dream up 5 to 7 ways to connect with your contacts. A touch can be any form of communication, from a phone call to an email to a newsletter. (See client & realtors newsletters free to subscribers.)
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