In this age of instant information and automated contact software the phone seems to be used more for negotiations and appointment setting than business development.  With all the services now available that automatically send cards, birthday wishes, football schedules, etc., many folks seem to have lost the ability to make an old fashioned business call.   

Chances are if you are in the mortgage, real estate, title, escrow or home building industry you are going to have to make some drastic changes in order to maintain your income level.  You really are going to have to work harder and smarter.  May I suggest that by using the phone professionally you can guarantee yourself a consistent income well into the future.

Ask yourself these questions:

• When was the last time you updated your list of family, friends and past clients?
• When was the last time you contacted all of them with an update?

• Are they receiving Focus Publication’s information weekly? They should be. But that’s just a minimum!  When was the last time you called and talked to each one them?  Don’t you realize that for every 100 business conversations you have you’ll generate 15 potential transactions, of which 3 will close!  So what are you waiting for?

You see, the media thinks that everyone knows what’s occurring in the housing and real estate industry because they reported it.  The problem is that just because it was reported doesn’t mean people are aware.  That’s why your friends, family and past clients need to hear from you about what is going on in these industries and how it may be an opportunity for them!  Let them know if now is the time to:

• Buy a foreclosed property
• Buy a new property that a builder is trying to get rid of
• Convert to a 40 year fixed rate mortgage from an excellent 30 year fixed rate mortgage

• Recruit professionals who are working for companies in troubleNOW is the most exciting, wonderful time to be in this industry.  NOW is the time to use the phone and make those calls and get that pipeline filled!  And know this, your competition hasn’t even begun to do this, so when you’re finished calling your contacts, start on theirs!

I hope you get teased about being on the phone so much.  I’m sure you’ll be smiling all the way to your bank if you do!

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barry eisen  - friend   |2009-05-26 08:56:43 Very nicely done. I'm sending this to some of the people I coach. Thanks, Best of the best to you and M. Barry

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