Starting 2008 with a Way to Increase Your Traffic

As we have moved away from a dependence on newspaper advertising for marketing new homes – and even resale properties – in favor of the internet and other media, nothing replaces the good old personal touch.

I am a firm believer in the power of personal marketing and think it is the only dependable lead generator for any serious salesperson. Actually it’s the only one over which you have a reasonable amount of control.

That said, I am offering you a suggestion – make that a recommendation – that will increase your income. No estimate of how much – that’s up to you, but your income will go up if you accept and implement my suggestion.

Here’s what you need to do – and I know some of you will say that you are doing some of it now, but you need to do consistently, all the time. First, never go anywhere outdoors without a small stack of business cards with you – you’re safe at home or in the office.

When I say anyplace, that’s what I mean – taking out the trash, walking the dog, going to the mailbox, driving to the post office, stopping for coffee at McDonald’s or Starbucks, picking up the kids after school (or dropping them off in the morning), taking the kids to their lessons or ballgames, going grocery shopping, having lunch, buying gas – literally anyplace where there might be people that you can talk to.

Second, have a pen or Sharpie with you to make notes.

Whenever you see someone you already know but haven’t talked to recently (or ever) about your properties or discussed their potential need for a new home start up a conversation with them. The same goes for anyone you meet for the first time. Exchange business cards (that’s why you always carry them with you). There’s a good chance they won’t have a card with them, so you give them one of your cards and take a second one of your cards and write their contact information on the back. That’s why you should leave the back of your business cards blank.

Just think, if you met or spoke with just one person a week that currently was not in your database, you’d have 50 new leads by this time next year. And if you talked to more than one a week …

Let’s review: (1) carry a small stack of business cards with you whenever you are anywhere that other people might be present – and that the backs of your cards are blank and (2) carry a pen or Sharpie with you (not a pencil because notes written in lead can smear and points notoriously break).

Then have the courage and commitment to actually use your tools to collect the names of people that you can talk to about your properties or who can lead you to others who might be interested. Watch your income go up in proportion to the new leads you generate.

Many people talk about wanting to have more traffic. This is a way to take responsibility for actually doing just that.