Go with Your Strengths

“If I was down to my last dollar, I’d spend it on public relations.”—Bill Gates, Microsoft Founder

Last time, I shared that what’s old is new. One positive result of the economic slump is that our families will be motivated to revive time-tested traditions that we may have abandoned.

For instance, rather than spending money at amusement parks and expensive family outings, we may find ourselves relaxing at home over a modest meal and a board game.

At work, you may revisit some low-tech practices as well. And the result may be good for business.

Our mobile offices with web-based CRM’s, our smart phones that are really handheld computers, our expensive drip marketing systems, have all sped our businesses up and have kept us connected with more people than ever before.

Despite the benefits of our virtual world, there’s nothing like real human contact.

At one point in history the phone was a huge step forward. Now it’s an old-fashioned way of doing business. If what’s old is new, then it’s time to go through that phone list and reconnect with those whom you’ve haven’t communicated with in months or years.

I reflect on how I launched my career, over 20 years ago. Throughout most of my marriage, I had been a stay at home mom. My life was consumed with maintaining my children’s schedules, getting the meals cooked on time, and keeping our family organized.

Now I was thrust into the take no prisoners world of sales. Sink or swim. No holds barred. You get what I mean. And since my husband, Saeed, was well known in the local community, I felt the pressure to succeed. Or the pressure to not fail.

I thought about who would form my contact list. Who would hire me to be their broker? I was an inexperienced Realtor in one of the toughest markets on Earth.

I had three kids. As a result, I was constantly on the go. Picking them up, taking them to acting, basketball, ballet, and more. I was surrounded by other parents and we created bonds. We counted on one another. They would form my client base.

As we waited and watched our kids rehearse their instruments and practice their sports, conversations about real estate would come up.

“Our family’s growing and my husband and I want a bigger house,” a friend would say. And now that I was a Realtor, I could offer my help.

Everyone Wants Something for Free

It doesn’t matter if your clients are working class or upper class, people always like something for free. Buy chocolates, notepads, or any number of simple gifts, send them to your prospects and clients, or even better, deliver them personally.

I shared the story of purchasing chocolate at my son’s school fundraiser. I bought boxes and boxes. I probably made him a top producer. When I revealed my plans to give the sweets away to prospects and clients, many looked at me as if I were crazy.

“Who in Beverly Hills would appreciate something like that?” they thought.

But it worked. I’d give someone a call, let them know that I had bought chocolate to support my son’s school, then offered to drop a box off. When I arrived, they appreciated the gift and we would catch up.

During these months of belt-tightening measures, you must remind yourself that giving to others is one of the easiest ways to create opportunity.

It may feel painful and excessive if the bottom line is tempting you to do otherwise. But the generous steps you take will benefit business.

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