Of all the correspondence pieces of the listing presentation, the thank you letter is the least used and perhaps least understood tool. While a thank you letter can’t guarantee you’ll get the business, it definitely puts you in the right direction. Only about one of every ten real estate agents send thank you letters and cards after interviews, with the other nine missing out on an important piece of business protocol. Simply put, the thank you letter shows an attitude of gratitude for the opportunity put in front of you.
I’ve sent thank you letters after every listing interview I went on and guess what; I’ve been offered almost every job for which I’ve interviewed. On my first job out of Prosource (Remember that name?), I learned that the family pushed for me to be hired because I had sent individual letters noting something personal that each family member had said. No one else had acknowledged their influence on the hiring decision. People keep thank you cards and letters.
So what makes this piece of paper so powerful?
Again, showing gratitude. Think about it, the customer (homeowner), takes time out of his/her schedule to meet with you and other listing seekers, talking about the house, perhaps giving tours of the home, all in the interest of finding the best realtor. Putting aside their regular schedules to set up times to share their goals and motivations behind the reasons as to why they are selling. Like all people, they want to be appreciated for their efforts and their time.
(Next: Making thank you notes part of your business routine)
Thanks for allowing me to rant…