So to continue, after I am done with my calling and have entered all my information in Access. I use Microsoft Word to send out my follow-up letters. Some sellers I just send my thank you for speaking with me, here’s my card letter. Others I want to be more specific with and will send my these are ways we work with you letter, and so on. For you PFYS students, these letters and emails are in LP manual.

After I have completed my follow-up correspondence off-line I want to be sure to have this information in my Group Mail program for follow up on line. For example, I have groups set up for various follow-up emails that I send out based on off-line letters sent.

So get on Internet, find some FSBOs, call and send out those all important follow up letters, and be sure to personalize them.

Copyright 2003 DeFiore Enterprises

Engaging clients and prospects occurs when you show genuine concern and interest in their business and its problems. Maintain good eye contact and body posture. Good eye contact signifies openness and honesty. And your body language and other forms of nonverbal communication speak volumes about your attitude toward them. By same token, you want to be cognizant of your client’s or prospect’s eye contact and body language.

Listening with understanding and empathy is possible if you think client focus first.

Let client tell his story. Put yourself in his shoes when you listen to his business concerns, purpose, vision, and desires. Show approval or understanding by nodding your head and smiling during conversation. Separate process of taking in information from process of judging it. Just suspend your judgment and focus on client. Framing what client or prospect has said is third action in trust building. Make sure you have formed an accurate understanding of his problems and concerns. Confirm what you think you heard by asking open-ended questions such as, "What do you mean by that?" or "Help me to understood major production problems you are experiencing." After you have clarified problems, start to frame them in order of importance. By identifying areas in which you can help client, you offer him clarity in his own mind and continue to build his trust.

Committing is final action for developing trust factor. Communicate enthusiastically your plan of action for solving client’s problems. Help client see what it will take to achieve end result. Presumably, what you have said up to this point has been important, but what you do now—how you commit—is even more important. Remember old adage "Actions speak louder than words." Show you want this client’s business long term. Complete assignments and projects on budget and on time. Then follow up with clients periodically to see how your partnership is faring.

In final analysis, trust stems from keeping our word. If we say we will be there for our clients, then we should honor that commitment by being there. Trust results from putting client’s best interest before our own, from being dependable, from being open and forthcoming with relevant information. It is impossible to overestimate power of trust factor in our professional lives. Truly, trust is basis of all enduring, long-term business relationships.