Mindset, Methods & Metrics by Doyle Brandon;Dreher Nicholas;Saunders Marshall;

Author:Doyle, Brandon;Dreher, Nicholas;Saunders, Marshall;
Language: eng
Format: epub
ISBN: 978-1-945229-00-8
Publisher: Rock Paper Star

“Reverse Pop-By”

I have received many good quality referrals from pop-bys. But they can be somewhat intimidating. And, yes, I have barged in on more than one moment that left me embarrassed, and might have even hurt a client relationship.

So, I started something I call the reverse pop-by. I wouldn't drop by with a gift unannounced, but I would drop by, announced, to pick something up. During the late-90s and early 2000s I had a good business working with new doctors at the University of Minnesota who were relocating to the area. Through this association, I became very active with the Ronald McDonald House at the University.

Once a month, I would call 5 percent of my database members (about 15 people) and say, “Hey, I would like to drop by this Thursday night and pick up something for my favorite charity, the Ronald McDonald House. They don't need food, but they need dry goods. If I drop by, can I pick up some toilet paper, or paper towels?” Tell them exactly what you want to pick up, and let them know they shouldn't go out and buy anything (they usually do, though) because you just want them to contribute any extra products they might have around the house. When that particular Thursday night rolls around, you get to go to each of the houses you called and pick up the requested items. People feel more open and less put-off when they are giving you something, rather than the other way around. And invariably, clients will want to talk about their house and the real estate business, and it becomes a perfect chance for a person-to-person contact.

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