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Need a Contact Sport? Try Contact Management

Written by Posted On Friday, 19 July 2019 05:25

If you have heard me speak in the past you might have already heard this story. I was traveling across the country doing my Contact Management Seminar, which included my F.O.R.D. system (more about that in a future article/blog). As I was standing in the hall outside the room I was going to present in, an elderly (my current age now) gentleman asked if I was the teacher–I prefer the term presenter less bad memories–and I said yes. He asks, “Do you think I need this class?”

I asked him what system he was using for contact management; Top Producer, Outlook or some other system? He pulls a stack of 3” x 5” index cards from his shirt pocket and his answer: “this one”. As I looked at the cards I saw paper clips, rubber bands and most were rather tattered. I needed to know his system, wanted to know how this gentleman was doing his contact management, I asked. He said, “These cards are divided up by current transactions, prospects, past clients and people I need to be a REALTOR®, like home inspectors, lenders and title companies.” Each section was held together by a rubber band and I asked him to explain how he used the prospects and past clients stack. He showed me the card, it had all the information needed about the person, family, dates, interest and so on. He explained when he contacted one of these people he took notes and moved the card to the back of the bundle after noting the date and anything new. I noticed some had paper clips holding more than one card, I had to ask and he said he talked to those people a lot. He told me as he had free time during the day and evening he’d just pulled the stack out, read the top card and called them.

With great respect, I asked if he was available to teach the class I was about to present! He did stick around but he left me with one giant lesson: It’s not the system, it’s not about the amount of money you spend, it’s the person and part of my theme was taking a lead or prospect to a higher, better relationship! Maybe 3 x 5 cards are the answer for some of you!

I will be discussing more on what to do with these contacts in future articles!

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Dick Betts

Dick Betts, REALTOR® The Villages, FL with Touchstone Real Estate, Addie Owens, Broker, Mount Dora FL.  Dick has been working in the real estate industry for more than 20 years and brings his experience and expertise to help you find the best solution for your real estate needs.  Moving to Florida in 2008 he started in Ocala and began searching where in the state of Florida he wanted to call home, Florida has so many options, Beaches, Southeast, Southwest, the Panhandle.  After weighing his options, he found where he wanted to call home just 20 miles south of Ocala, The Villages!  Living fulltime in The Villages since 2011 his only regret was not moving there sooner.

Dick has traveled across North America since 2000 speaking, training and helping REALTORS® in 47 states and 5 Canadian Provinces hone their skills to better serve the public.  He now brings those years of experience to The Villages to help folks who also want to call The Villages home.  People looking to buy in The Villages are from around the world and need a tech savvy REALTOR® to serve their needs.  Selling in The Villages you want to list your home with somebody who knows how to market your home to the Facebook Generation and bring the most exposure possible to attract a buyer.

Want to really learn about The Villages Lifestyle?  Want to see what The Villages has to offer?  Let Dick Betts be your guide and help you call The Villages your NEW HOME TOWN!

www.dickbetts.com