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One of the reasons a sales position can be so lucrative is that one client can turn into many. How many sales people do you know followed up with you after they sold you something? Personally, if a sales person does not follow up with me, they usually won’t hear from me again. Could you imagine if you were to get one repeat customer a month how your sales could increase dramatically? By not touching base with your customers could have detrimental results.

The Eighty-Twenty Rule in sales usually signified 20% of the sales people did 80% of the business. This could also represent 80% of your business comes from 20% of your client resources. In other words, following up with your clients could generate 80% of your sales. This is true for repeat clients or referrals from these particular clients.

Let’s look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won’t bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.

In any sales venue, whether you are selling real estate, furniture or software, you need to ALWAYS reach out and follow-up with your clients AFTER the sale. I cannot even begin to count how many time someone has sold me something and I never heard from them again. If the sales people would have touched base with me, I’m sure I would have asked for their services again the next time I purchased something.

With advanced technology, there is no excuse for you NOT to reach out and touch your past clients. Some of the resources available for you to follow up with your clients are written thank you cards, birthday or anniversary cards, or periodic emails.

The most recommended follow up would be with a phone call. It only needs to be two to five minute call. Be concerned with their needs and sound authentic. A short, “Just wanted to call and see that everything is okay” or “Just wanted to see if you had any questions”, etc.

Many sales people perceive that “sales” are just a numbers game. Although there may be some truth to this, this perception will most likely eliminate that particular sales person from obtaining repeat business. I strongly believe from over 20 years experience in sales, that referral and repeat business is the foundation and strength of our future.

To stay on the road to success, be sure you follow up after the sale. This will assure you increased sales and productivity.

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The philosophy of triumph in business are not any different than winning on the football field. Vince Lombardi of the Green Bay Packers, a Hall of Fame coach, had such a strong belief about winning, that many of his principles are practiced and taught in the business industry throughout the world.

Nearly forty years later and his coined phrases are taught in today’s business industry all over the world. His philosophy’s are quoted and are being taught in business, politics and sports. It is as pertinent today as it was forty years ago.

“10-15 minutes early or you are late” as Vince would say. This is so true. Being on time shows respect to your peers. Never being late for a meeting or appointment signifies respect for who you are working for or with. You will always turn out a winner if punctuality is a common practice.

CONFIDENCE IS CONTAGIOUS – SO IS LACK OF CONFIDENCE – A business manager or team leader who demonstrates confidence will breed that same confidence in the work force, if there is consistency of purpose. If you live and believe in what you say, those around you will eventually do the same.

PERFECTION IS NOT ATTAINABLE, BUT IF WE CHASE PERFECTION WE CAN CATCH EXCELLENCE – Setting goals that are easily reached only guarantees mediocrity, whether in business or sports. Setting lofty goals and aspirations, and honestly striving towards them, may not make you the best, but you will become one of the best.

THE ONLY PLACE SUCCESS COMES BEFORE WORK IS IN THE DICTIONARY – Practice and hard work will reap success. Think of the Lombardi Sweep. The defense knew it was coming, but they still couldn’t stop it. Hard work and “perfect practice” will always win out.

IF WINNING ISN’T EVERYTHING, WHY DO WE KEEP SCORE? – Whether you are in a foot race, football game, or climbing the business ladder, if you don’t want to be the best, you will be satisfied with second place. It will become a habit.

These are just a few of the invaluable Lombardi truisms. They hold true and fast today, just as when he was living them during his lifetime. You couldn’t be on Lombardi’s team unless you believed in him and what he taught. Live these principles and you too will be on the winning team.

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Any new business entity must have an established business plan as well as a concrete set of goals. Along with The Company Mission Statement, goal setting and planning are essential to the core of any business. Management and employees alike must be on the same page to insure continuity.

No matter how long you have been in business, you are always vulnerable to the changing economy. Always plan and set goals ahead to help overcome obstacles along the way. Be prepared and be ahead of the curve. This is a must if you want continued growth. Confronting “road blocks” will be much easier to overcome and lead you to the path of success.

The old adage ‘to fail to plan is to plan to fail” rings true. There are many myths in life as well as business that some use today to avoid setting goals and plan. The following are several that more than likely we all have used or at least thought of.

IT’S NOT REALLY THAT IMPORTANT! Just thinking you know what needs to be done isn’t enough. What worked last year isn’t a given this year. If you and your team are not working on next year’s plan today, it may be too late for next year. Working towards next year’s goals should always begin today.

If I know what needs to be accomplished, I don’t need to put it in writing. There is no such thing as an “unwritten” goal. Goal setting and planning needs to have a charted course and written on paper with a beginning and an ending date. Written goals will also entice your employees and give them the confidence they will need to contribute to the company’s success.

I write my goals down and then place them in the top draw of my desk. There is more to goal setting and planning than just writing them down. You have to be proactive and implement, supervise and coordinate your plan or it will not work. Do you think Bill Gates, Warren Buffet or Donald Trump set and planned their success?

Once I write down my goals I only review them once a year. This is definitely another myth or misconception. With the constant changing of today’s economy, goal planning must be reviewed quarterly, if not monthly. This will keep you from swerving off course and adapt your road to success. Evaluating your goals frequently must now become a common practice.

As we approach another new year, it will be important to consider our established goals and reset them; either to meet increased production, or even to downsize if necessary. A well thought out business plan and appropriate goal setting will make navigating the stormy business seas less perilous. Keeping a constant vigil on that plan and its course will allow you to make necessary and profitable changes during the year, and not waiting for the New Year.

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Don’t let the job of finding a real estate agent depress you from hiring one. Realtors are set, keen and able to lend a hand. They have the information you will necessitate about preparing, pricing, listing, advertising, showing, and selling your property. Many offices will have multiple agents to choose from.

Agents that advertise are no doubt triumphant. Most agents are contractors and spend their own money to uphold themselves. There are many different realtors to choose from, but where do you look for their advertising? The Internet, newspapers, referrals, or simply walking into any real estate office will work. Let’s examine how each one of these ways can be highly effective.

Internet

Chance are if you have access to the Internet, that will be the first place you look to find a realtor of your choice. This is probably the easiest way to find a realtor. There are several websites you can visit, such as Realtor.com. You might prefer a specific real estate agency. All you have to do is visit one of these websites and you will be taken step-by-step on how to find the realtor for you.

Some agents even have their own websites. These sites can great sources for information about financing, buying and selling, trends, and real estate news. Often the websites are now linked with multiple listing services and you can browse properties for sale in your area.

Referrals

If someone you know worked with a particular realtor in the past and has nothing but immense things to say about the experience, you should consider that referral. If that person was pleased with the service the realtor provided, there is a good chance you will be too. Referrals can come from anyone you know such as a friend, family member, or business associate. Another great source for a referral is neighbors. A real estate agent that has worked in your neighborhood will already be familiar with comparable sales, codes, and maybe even buyers. You can even check out real estate agents with listings in your area.

Newspapers or Magazines

Many times you might come across a realtor’s ad in newspaper or magazine. Depending on how the ad stands out, this might attract you to call that particular agent. If you see an agent is aggressively advertising and selling properties you might want to jump aboard their program.

Realtors want new business and are eager to help you. That is the reason why the realtor’s ad is in the newspaper or magazine in the first place. Knowing this information will motivate you to consider choosing a realtor with this method.

Walk-in

Real estate offices in your area are waiting for you to walk in. If you happen see a real estate office, don’t vacillate to drop by. Talking to a realtor face-to-face can be highly effective. You can tell much about a person on the first meeting. Ask them for references and any information you need to choose an agent.

So what are you waiting for? Get going!

Oliver Wingrove is a real estate investor based in Texas. He is a former estate agent and writes widely about issues related to real estate and finance. His current interests currently span both the US and UK market especially the buy and rent back market and how it applies to the downturn in the real estate market.

Oliver Wingrove is a real estate investor based in Texas. He is a former estate agent and writes widely about issues related to real estate and finance. His current interests currently span both the US and UK market especially thesell and rent back market and how it applies to the downturn in the real estate market.