8 Great Reasons the Hand Written Thank You Note is Better

I have been involved in Real Estate selling for the last five years. In that time, I have met countless people for the "first" time. To ensure I met as many as possible a "second" time, I knew I needed a better approach then my competition.

Among other things, I knew I needed a strong immediate and genuine follow-up method.

The hand-written thank you note.

This is such a strong tool that is vastly misused and underused in virtually every "service" oriented business.

Over the years I have compiled this list of outstanding benefits of the hand written thank you.

1. It is pure. The hand written thank you is the purest, oldest, and most understood form of appreciation.


2. It is conscientious and caring. The implied message from the recipient is that you sat down and took time to write and think only about them at that moment. It is subliminal, but understood. Most people personally dislike the act of writing thank you notes, so when they get one, they appreciate the time dedication you took for them.


3. It helps you learn and pay more attention on your first encounter. If you know that you are going to write a hand written thank you note after you meet someone, you pay more attention during the visit.


4. It's better then what your competition is doing. Most people send out an automated email or standard generic letter. This is boring, easy, and average....so is the received perception of your prospect when they get this type of letter.


5. It is personal. In the thank you note do not list your credentials or boast about your company. Recount a detail from your encounter. Jog their memory to create a visualization that only you and that prospect shared.


6. It will actually be read. Most generic forms of follow-up are easily identifiable and discarded into the trash without being opened. When people receive a handwritten thank you note with a handwritten address on the envelope, they open it.


7. It demonstrates confidence. By taking time and writing about a detail during your encounter displays a level of confidence that you feel the meeting went well. It affirms to the prospect that you believe in your product and yourself. And it subtly relays that the prospect also enjoyed the encounter. If you thought it went poorly, would you be writing to remind them about it?


8. It's a Reminder. People often visit many different locations before making a purchase, so they may not actually remember you. The thank you note is a reminder that they did come visit you and the experience was a good one. Many times, they may still not remember you specifically, but the thank you makes them "think" they enjoyed what you had so they will come out a 2nd time.

Remember that follow-up isn't about you and what is the fastest and easiest way to complete it. It is about an individual customer that took their time to come and talk to you. If you want to have better results with the people you meet, try a personal hand written thank you note. You won't be disappointed.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Talking or Responding.....

I have noticed over the years that the higher a particular person's work "title" is the more they enjoy talking and the less they understand responding.

I suppose much of this is from feeling they already know all the answers as they have climbed the ladder.

Part of it is probably from getting more accustomed to giving direction rather then receiving it.

Talking is about making a point or statement regardless of what the other members of the conversation are saying. It is about "you." Not about furthering the dialogue.

Responding is about making a point or statement based entirely on what the other members of the conversation are saying. It is about "them." No about your agenda.

Talkers are fairly annoying to communicate with as they are the "know-it-all" types. What you say doesn't matter and these people make that obvious.

Responders on the other hand are very pleasant to speak with as they convey a level of understanding and a desire to learn about you.

Very successful CEO's and other high level Management types never lose the concept of being responders. They may not agree with what you say, but they make you feel as though they understand what your view is. Which is precisely what leaders do. They make decisions, but allow their subordinates to feel good about it.

Fancy high level titles do not make people smart or more special than anyone else. The way they treat the people that work for them does.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

You do WHAT for a living?

I wonder if people enjoy being boring or if they feel they have to be boring to fit their roll...

In any given week, I get a handful of business cards handed to me. The first thing I like to do is look at the picture to see if it looks even marginally like the person that actually handed it to me.

Typically it doesn't, but that is another topic for another day.

The next thing I do is read the "Job Title."

This is where I get the most interested. 99% of the people I meet have a horribly boring job title. When I read it, I immediately have an image in my head of what that persons normal work day must consist of....and truth be told, it makes me very sleepy.

There are lots of discussions out there about spiffing up job title names for various reasons. I'm not interested in creating a title that over inflates what someone does, but certainly there are ways to make you sound more interesting.

I love handing someone a business card and watching their face.

I have a few different cards I use, but one of the has the title of "The Likeability Guy" with a job title of Likeability Expert. The typical response I get is the person looks down, scans the card, then they look at me, then they look down again with a slightly perplexed look with a quasi half grin and they say..."What does a Likeability Expert do?"

BAM! There is my perfect opening. The ultimate ice breaker. The mood is immediately lighter and they are asking me about what I do. I didn't have to just blurt anything out that they weren't interested in.

My job title creates enough interest to where it extends or promotes a new and exciting conversation.

Job titles like the following are boring and illicit no responses or interest from someone else:

• Operations Manager


• Vice President


• CEO


• General Manger


• Team Leader


• Realtor

I could go on forever, but you get the point. Every start up company or small business titles themselves with the same names...it means nothing anymore.

Try something different. Be original. If you want new business or some random person to show interest in you, then you must be creative and exciting. Unless your company offers a true one of a kind can's miss product that everyone must have, you might want to diversify in other ways.

You WANT people to ask you about what you do. It is SO much easier that way.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

The always Illusive and Tricky "Value" Proposition

If there is a bigger sales buzzword than "value" I'm certainly not aware of it. Value is almost always talked about by training professionals as one of the most important measures of having a successful sales outcome.

It's often said that by providing "value" first, you will increase your odds of making the sale.

I don't disagree with this logic at all. As a matter of fact, I believe it whole heartily and have experienced many years of personal success having done exactly that.

Where this conversation gets a little "muddy" is the definition of "value."

1. What is it?


2. Who defines it?


3. Where can I get it?

Value IS anything (Verbal Exchange / Tangible Exchange) viewed in the CUSTOMERS eyes as important and it is provided by YOU.

Value IS ONLY defined by the CUSTOMER. It can never be assumed by the Sales Person what might be of importance to the customer.

Value can ONLY be found in understanding the TRUE needs of the customer. If a Sales Person guesses value and tries to provide their version...it will never be found.

Value can be construed in so many different ways it is difficult to provide a simple answer to the "what is it" question.

It can be simply that you are a fantastic listener and you make the customer feel comfortable and confidant.

It can be that you offered them a great "deal" after determining what is important for them.

It may be that you build great rapport (Likeability) and the customer really enjoys being around you and working with you.

• How do you Really know if you have been successful in your Value Proposition?

The way I can always tell is that the conversation will turn from a more superficial (generic)conversation to a way more meaningful discussion. The customer starts to describe their thoughts in descriptive paragraph like details rather then one word or odd single sentence type speak.

Many sales people think that Most prospective customers are a pain because they give them the "Heisman-(Stiff arm)" during their interactions. The truth is they are avoiding you as a defense mechanism to avoid the annoying and often clueless sales person.

You MUST prove otherwise for them to "open" up.

During conversations with past assistants or with sales people looking for help, I typically turn the topic to specific encounters. I like to always ask how the conversation typically ends with certain customers.

The customers I like to ask about are the ones that the sales person thinks were decent prospects, but they could not convert them to a sale. In essence, they were duped by the customer which creates frustration for the sales person.

If it is a cordial but still mostly generic conversation you may think you have a good prospect...most likely you don't.

If the customer is doing most of the talking and asking more and more questions you most likely have a winner. They are "hot." Don't blow this opportunity. Follow-Up quickly with answers to their questions.

Understand that every single customer is different so assuming the same value is good for each person will NOT yield the results you want.

Be aware that value is not a random buzzword but a very real transfer that must occur, in the customers eyes, from the sales person to them. The quicker in the conversation that this occurs the better odds the sales person will have in a successful outcome.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

The Face of your company is the person that answers the Phone!

Yesterday, I decided I was going to look for a different printing and design company to assist with a few different ventures. I was looking to design a new logo, get a few different types of brochures made, letterhead, envelopes, and a few more items.

In any case, I was referred to a particular company from a friend and colleague of mine. So, I did what I normally do and checked them out via the Internet to see what kind of capability they had.

I was satisfied by what I read, but still had some particular questions since I had various items for a few different projects to take care of.

They had one of those nice little "Web Chat" type deals on their web site, so I signed in and asked for some assistance regarding my questions. In just a few seconds, a customer representative replied with a very generic "pre-typed" response.

I replied again, re-stating my question and again received a "pre-typed" response. Though this only took a few seconds, it was already very annoying. This time I replied politely, that he was not answering my questions, and asked if we could speak.

The response was, "Yes, call the number on the screen and ask for the design department." I'm thinking great, this will probably be much easier. Not so fast.

So I call the number and ask for the "design team." Not more then a second after I make that statement am I getting stiff armed by the receptionist saying they don't really allow people to talk to them without paying first. My response was that I understood, but had a volume of different materials needed and first needed to speak with someone before paying for something that may not be correct.

I even stated that I was told to call and ask for the design team. He put me on hold for a minute or so then came back and asked for my sign up ID and Order number. I told him again, that I had not paid anything to get an order number, because it was necessary to speak with someone first.

After a bit of sarcasm from the Representative as he re-stated that speaking to someone about what you need is not really their protocol before any money is transferred, I was placed on hold again for about 5 minutes. I got the hint.

Clearly this company was ALL about the bottom line first, and actually helping a customer was not even a priority. Naturally, I hung up. There is not a chance in the world I would ever work or trust a company like this with my money, design needs, or schedule deliveries.

Within a few minutes, I called another company, and everything has been smooth since the first step. Amazing what a little common sense and courtesy can do.

In any case, my suggestion to any company is that if you have someone that is either inept, unwilling, or just naturally unpleasant, DO NOT allow them to speak with customers. Especially if they are your front line. To me, the face of the company is that person that I speak to first.

I sent this company a short little email stating how they could improve their business and how I would not do business with them because of the rudeness I experienced at the outset of the process. After I told them who I was and what I was doing, their interest in helping was very high and asked if they could reconcile.

Politely, I said no thank you and that I had already made a new commitment with a company that desired my business from the first phone call NOT after the first mistake.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Article Comments..Feeding the "herd" mentality?

For about the last 10 years or so, I have primarily read the news via the Internet rather then the newspaper. The Internet has been my source for basically everything over that period of time. Not surprisingly, that seems to be the case for a huge percentage of people.

Several years back, it became the norm for "reader feedback" via a comments section at the conclusion of every article. The initial thought was to get the readers involved and "feeling" as if they were contributing to something, which leads to greater loyalty and interest.

The results were good. The website (news outlet) would get increased traffic to the site because people that left comments would often tell their friends about it, thus raising awareness of a particular web site or a specific news column.

The writer of the article enjoyed it because they could receive immediate vindication about their article and they would also increase people's awareness about who exactly "they" were. Which has created several quasi celebrity Internet authors.

My theory is this:

At some point in time, with every venture or any idea, you get to a point of diminishing returns. Basically meaning, without corrective action or change, the initial idea / plan no longer receives a worthwhile return on investment. That "idea' actually starts to have a negative effect on business returns or public perception.

If you read any article on a major news type website today there is a comments section. When you click on the comments tab to see what others are saying about that particular piece, it has become a virtual zoo. When people decide to make a comment via the Internet, they write things they would never say in front of people. They insight hatred, nonsense, ridiculousness, or just crazy talk.

It is confusing to me, why they don't just shut off the comments feed to these articles. For any information that is to be gained by reading an article, it becomes diluted in all the nonsense that "cyber" commentators unleash on it.

It doesn't even matter what the article is about anymore. You will find a ridiculous division of wild comments and almost silly view points.

I am all for free speech, but in my world and in my mind, if you are not willing to stand up and make the exact same comment in person, you should not have the ability to make a written comment.

I also believe in different view points. Differing thoughts should be the fuel that creates progress and opportunities. However, adamant "hateful" opinions only further divide people from ever wanting to make a concession or agreement.

With millions and millions of people around the world viewing the same content and reading other people's nonsense type opinions we are falling further and further into a large division of groups. For whatever reason, people read these comments and get rilled up about them.

Here is the truth about what is happening:

Let's use politics as an example since it is a very divisive subject.

An author writes a story that delivers a factual account of the Presidents Actions. The story contains no bias, it is just relating information to the public.

Suddenly, in the comments section, you have certain individuals that make dumb statements that stereotype a Republican view and then you get equally ignorant comments that stereotype the Democrat view point.

To the somewhat non super political following reader (which is most people), they start to believe that ALL Republicans believe a certain thing or ALL Democrats feel a certain way about something else. Truth be told. The wild and careless commentators are not smart people. They are simply representative of random people sitting at home that enjoy inciting chaos.

But guess what? The perception is now out there in the public arena that certain people believe this because they affiliate with Republicans or those people believe that because they are Democrats. It is ALL Ignorant "sheep" type thinking.

Stereotyping has NEVER been a good idea. It still isn't. With gender and race, stereotyping is perceived as one of the worst things that can be done....somehow though, in recent times, stereotyping people based on political thoughts has become accepted.

It's time to cutout the comments field from articles because it perpetuates "herd" thinking and has in some part contributed to many false judgements about other people. It's time for people to learn to form their own thoughts about an article or an individual again. People inherently want to belong to something, it makes them feel "safe." But belonging to groups based on false information and theories is one of the most dangerous things that can happen.

Time to throw away the OLD Sales Grading System!

As a Professional New Home Sales Manager I have given more presentations than I can recall.

As a Professional Sale Trainer I have watched more "Shop Tapes" that I can remember.

As a Normal Consumer of everyday products and services I have listened to more Sales Spiel's than I wish to recount.

My Conclusion:

• Canned Sales Presentations are Terrible
• Forced Sales Presentations are Forgettable
• Company Mandated Questions are Boring
• 95% of Sales Presentations are Predictable

What do the following words relay to you?

• Terrible
• Forgettable
• Boring
• Predictable

My thoughts exactly!

The majority of sales presentations have NOT evolved over time.

*(Que Movie Voice Guy)*

In a world where virtually every product or service has enhanced over time, why has the presentation part been left behind?

The product is important, the presentation is Crucial.

The Product may be necessary, the Perceived Benefits are Key.

The Product fills a void, a good presentation fulfills an Emotional Desire.

Has your presentation Evolved?


Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Be in the moment....at the moment!

The easiest way to increase your prospect of making a sale to ANYONE.... for ANYTHING is to be mentally present.

It's easy to be distracted by other thoughts that's why success does not come easy.

The key is to prepare yourself to ALWAYS be in TOTAL mental control of yourself at the moments you need to be.

An example of this, would be Tiger Woods.

He plays in a very limited number of Golf Tournaments each year. He often receives grief from other players or analysts to play more because he is so popular.

What they don't realize is what makes him different is the fact that virtually every shot he hits in every tournament he plays in, he is in FULL command of his thoughts.

That is why he WINS at a higher frequency than any other player that has ever played the game.

The time that he is not playing in a tournament is spent preparing for the next one.

His preparation is just as much mental that it is physical. Sure he hits plenty of golf balls in practice, but an equal amount of time is dedicated to his thoughts and mental control.

Sales Success is no different.

You MUST prepare in advance for the responses you will receive to different questions...and not just one standard canned response.

Some say that sales is a numbers game....talk to as many people as possible and you will gain more sales...

That is one school of thought, but I don't subscribe to it.

Sales is a People Game.

The more you master your mental control, preparation, and listening ability the MORE equipped you are to take better advantage of those opportunities when you are speaking with prospects!

Are you in the moment...at the moment?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Curiosity: A Pre-Requisite to Success in Sales

Some professions require years of schooling or some other advanced degree of something.

Not Sales.

Success in sales requires 2 main items.

Curiosity & Common Sense

Obviously there are many other skills and abilities that make up a Fantastic Sales Person, but these are simply two pre-requisites that will open that door for you.

Why Curiosity?

Well, simply put, you need to be curious or inquisitive about everything. You need to be curious about:

• Your Clients


• Your Product


• Your Current Skills


• Your Future Skills

Natural curiosity will keep you asking questions and listening to answers just as you would in a conversation with a close friend.

Curiosity will keep you interested in learning the tiny little nuances and intricate details of your product.

It will allow you to give yourself a "REAL" gauge of how efficient and effective your current skill level is and what it might be like if you improve.

How curious are you?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Attention all Sales People! Sell Yourself FIRST!

I have read article after article and listened to trainer after trainer give tips and clues how to sell more effectively.

Typically, you hear the same general stuff, with almost NO emphasis on the MOST important factor.

YOU!

In the eyes of the public---your prospects---whatever it is that you sell is not perceived as unique or "One of a Kind."

No matter how hard you try, people generally will not see things the way you see it. You know your product is unique and is great, but relaying that message in a sales environment is difficult.

With this understanding, it is IMPERATIVE that you sell yourself first.

If you go into demo mode or persuasion mode without selling yourself, you might as well just save your breath, because it won't matter.

The difference in virtually every decision that a prospect makes comes down to their experience with their sales person.

In home sales, it is the opinion of many decision makers and trainers that the sales person is not as important as the home itself or the options that are inside.

WRONG!

The sales person is THE MOST IMPORTANT aspect of the equation.

Don't fall into the trap that homes, prices, options, or anything else is what you should be selling.

You are selling yourself FIRST!

Once you do that, the rest comes next.

People make the difference.

YOU make the difference.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Preparing your Presentation....

In any sales, marketing, interview, or any other type of presentation, what is the first thing you think about?

Do you think about how your presentation is going to be interpreted or do you think about how it is going to sound?

This may sound like the same thing, but it is totally different.

Many times, people prepare their presentations around how it sounds, they stress using certain words that sound nice.

The key to a Great Presentation is to FIRST focus on your audience.

You need to understand how they are going to interpret your message FIRST.

Home Selling Example:

Typical Sales Person: "We have a great model home here to look at. It is a two-story home, with four bedrooms, it is 2700 sq ft, has a nice kitchen with tall cabinets, a game room, good sized back yard, and we have some great incentives too!"

Blah...

Good Sales Person: "What is important to you in a New Home?"

Hmmm.

The first example is so common that is ridiculous. That person is throwing out as much data as possible with the hope that the buyer will hear something that makes them say, "Yah, I want that!"

Instead of talking so much and dumping useless information, just ask them what is important.

A buyer WILL interpret the first example as someone that is does not care about them.

Ask how they plan on using their new home or car or whatever the product it is.

Allow them to tell you what is of value, then provide a solution.

By asking them a couple quick and simple questions FIRST, will allow you to shape your presentation around how they will Interpret your message.

It will make ALL the difference.

How do you prepare your presentation?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Notice to ALL Salespeople...Drop the gimmicks and start Helping!

I have to say, the sales arena has become a very diluted pool of people looking for the easy money over actually trying to help anyone.

"What's it gonna take to put you in one of these?"...I mean, seriously? What kind of ridiculous sales line is that?

If you take the time to actually ask quality questions and ENGAGE your prospect, you will never have to ask this question again...they will tell you...they WANT to tell you...if only you will let them!

People are WAAAAAY to smart these days and knowledgeable about your "sales tactics." Drop the spiel and start helping.

As a Successful Sales Professional that does a large percentage of business based on Strong Referrals, I can tell you it is easier, less costly, and much more friendly to do business that way.

I hear the following comments every week:

• "I was afraid to walk in the door at first, but you set us totally at ease"
• "This was a totally different experience than we though it was going to be"
• "I can't tell you how much you have helped us with such an important decision"
• "You are SO MUCH different than everyone else we have spoken with."
• "Why didn't the guy at the other company tell us about this?"

If these type of comments are not a regular occurrence for you, perhaps a change in approach is long overdue?

For help with your sales process and delivery send me an email to curt@thelikeabilityguy.com


Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

NEVER curb qualify a new prospect!

In this week's edition of my ezine I will tell the story of a fantastic first hand account of being curb-qualified.

Curb Qualified-When a prospective person makes a judgement about another person without any facts, conversation, and anything that results in a negative interaction.

To set the stage, I thought today was a great day to make a new car purchase....only the 2 auto dealers I visited had other ideas.

I'll detail my Interesting Encounters in this Thursdays Ezine.

Here are a just a few quick TIPS:

• Ask Questions:
• Listen to Answers Closely:
• Discover the Reasons for the New Purchase:
• Attempt to Help Satisfy your NEW Discovery:
• Confirm that your solution is the RIGHT solution for your prospect:
• Determine if there are any other IMPORTANT Factors in the Buying Decision:
• Don't Assume anything....EVER
• Base all your NEW prospect knowledge on the Answers you are provided and not the clothing or automobile they are driving....you never know who you are speaking with.

Do you Curb Qualify?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!