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       You should think and operate your note business like a doctor or attorney. You never know it all; it's always changing; you need flexibility--hey, it's a practice.

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President's Corner

       We’re all busy these days, so scheduling your phone calls and follow ups in advance ensures that you and your note holders have an adequate amount of uninterrupted time to speak. Once your call is scheduled, take time to prepare an agenda that outlines focus points and sets a structure. When you have several topics to tackle, rushing through them to get all of your ideas out may be tempting. But this causes confusion and makes the note holder feel that their input is not important. Slow down, and remember that communication is a two-way street. Establish a give-and-take that allows both parties to have their say.

       One way to become a better listener is to limit or eliminate distractions during your conversations. That may mean closing your email, turning off the television and closing the door to your office. By doing these small things, you ensure that the note holder has your full attention, and they will sense that, too.

       While you may be taking notes during the phone call, the other party might not be, so follow up after the call with a written message.  Giving an overview of the discussion to make sure you are both on the same page. Summarize what was agreed, repeat questions that were raised and outline the next steps.

       Remember, Success Demands Action! Keep on marketing, it’s going to work! TWITA!

Question of the Week

Q - Hi Jeff,

          I heard a gentlemen during a taped session at one of the recent conventions. He mentioned that if you do not have a minimum of $1,500 a month allocated to do letters and postcards then getting any traction to start this business is going to be very difficult. If this is the case, many newbie's including myself will never be able start the business. I was allocating $300-$400 a month. Your thoughts? Thanks in advance.

                                                    ~ Manuel
A - Hi Manuel!

          Thanks for the email! In short, I know that gentleman and he was buying notes before I could even drive. His comments elude to the fact that direct mail IS a BIG numbers game, which should be no surprise to you. I say it all the time. With $300-$400 per month dedicated to direct mail you are going to have to be patient to get that first transaction under your belt. With $1500 or more per month you will see results more rapidly. I'm not sure it is MORE difficult but it will definitely take you longer to see any results (i.e. closed transactions) compared to a larger marketing budget. Also, know that when I started in 1991 I had an initial budget of $250 per month, then raised it to $500 and up from there as transactions started to close. Just realize that this is a real business and it is going to take time, effort and yes, money for marketing to get it going and be successful. Hope this helps!

                                                      ~ Jeff

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