First, let me say, I LOVE how complicated the title of this post sounds. My assistant thought of it.
When we talk about "One Vs. Many," what we are really talking about is grabbing someones attention and holding onto it. Last night I got a follower on Twitter. Their "description" was:
"400 + Free Things for Entrepreneurs and Start Ups."
Whats wrong with it? I don't have time to
look at 400 things (and neither do you, even if you think you do.) I have time to look at one or two things that are targeted
to my business. I have seen broker after broker go up to potential national tenants at conferences and give them 10 marketing brochures without doing "research 1" on the tenants needs or current locations. These get thrown away, and I would argue that you LOSE CREDIBILITY when you send people garbage. They are busy. They also have work to do, investors to satisfy, and families that they want to spend time with.
When you are starting a new relationship, or trying to nurture an existing one for that matter, instead of giving someone 5 maybes, give them ONE SOLID VALUABLE IDEA. Never call to "touch base." Call and say, "Hey friend. I was thinking about you this weekend and thought that this spot could be a home run for you because of x, y, and z." (note: Be sure you know their three most important x, y and z's!)
Put this into action today. Make your clients life/job easier, and you will be rewarded with trusted adviser status.
That's all for today. Go make some deals!
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