How do you feel when your calls or emails are not returned when you are attempting to create new high-trust relationships? Do you give the person the benefit of the doubt that the timing of your value proposition may not right? Do you conclude that you may not be a match, and just move on? Or, do you take it personally?
Recently we reached out, both by email and by phone, to several broker-owners (and managers) of top luxury real estate firms to introduce ourselves and set up face-to-face meetings while we were traveling on business in their town. We communicated our EVA (Extraordinary Promise of Value) very succinctly. We let it be known that we only work with one company within a given marketplace, although we may work with several agents in the same area providing that they work in non-competing niches.
We had only one free day on that trip to schedule these meetings and actually set up three of them. Most of the broker-owners or managers took our calls. One was just too busy to meet but helped us connect with some agents. Another, one said that he was not interested at this time.
Some did not respond to our email or our calls. But, one broker-owner of a top independent firm called from out of the country, while on vacation to say, “I am calling to give you the courtesy of returning your call” even though he was not ready to discuss engaging our services at this time. His was a class act! It was instantly obvious to us how he and his partner (his wife) set the tone for their company to achieve $2 billion dollars in sales two years in a row.
We always respond to the phone calls or email (providing our name actually appears in the salutation) of those who clearly communicate their value position, even if we are not interested in becoming a customer or client. There is no excuse not to jot off a quick email or text that says, “sorry, too busy right now to chat” or, “thank you, not interested at this time”. And, it makes everyone feel good (even you).
Common courtesy apparently is not that common. It is an idea that not only can set you apart from your competition, but also enrich your life!
Written by Ron & Alexandra Seigel-
ABOUT: Napa Consultants, International is the leader in brand strategy for the luxury real estate industry. They work exclusively with professionals who are passionate about gaining or sustaining market leadership. With an expertise in personal branding, company branding, luxury real estate website design and social media marketing they help their clients become the breakaway brand in their marketplace.