If you haven’t done so already, now is a perfect time to pick up the phone and call your 2010 purchase clients. Call them and make sure they have their HUD-1 Settlement Statement handy from the closing. Also call them and let them know where they can locate the IRS Form 5405. They will need to file this form with their 2010 1040 on or before April 18th. Then, drop a copy of their HUD-1 and the IRS Form 5405 in the mail along with a thank you card thanking them for their business again in 2010.

Your efforts will be appreciated.

I’m working on a new, very exciting project for the real estate industry right now. I’ll be launching it in the spring of this year. In the process of putting content together I was reminded of the two things that we all have the ability to do but seldom put into action. They are free, and the world of marketing, and computer software developers, and print professionals would have us forget them tomorrow if they had their way. My five year old daughter has a pretty good handle on both of these skills already. Her mom and dad spend time honing these skills on a daily basis and our advice comes naturally because they are skills that come naturally to us. An interesting aside, I’ve noticed moms/women actually have a better handle on these skills than dads/men.

I’m talking about the two things that we all start our careers off with and are pretty good at. As our careers develop, and our budgets increase, and our brains succumb to the brainwashing activities of all those well meaning marketers, software developers, and print professionals, we ultimately fear the use of these two most basic tools for success in business; the telephone call and the face to face introduction.

I can’t even begin to tell you how many times I’ve talked with a Realtor friend or Originator friend who is flat out terrified to pick up the phone and call a past client. I know why. It’s because somewhere, somehow, someone planted the thought in your head that you need to come away from every call and every handshake with a sale or a meeting or a referral.

It’s simply not true. It’s a bunch of bull. Yeah I know, all the sales coaches and marketing gurus tell you that to be successfull you need to speak a certain way and manipulate every phone call with linguistic precision that will entrance your clients and ultimately have them begging to help you before you get off the phone with them. And, maybe, some of the top 1% of those in business can do it. That doesn’t mean you have to do it to be successful. It just means that’s what some of those at the top did. I’ll bet you that some of those at the bottom did it too. You just don’t hear about them because they’re no where to be found.

Now, don’t get me wrong; I’m not saying there is no value in sharpening your speaking and listening skills in an effort to better recognize opportunities to help your clients and yourself in the process. What I am saying is, if you are struggling with picking up the phone in the first place, or struggling with introducing yourself to that next potential friend at the mixer, just forget all of the crazy stuff you’ve learned and heard in the sales training classes, and the webinars, and the coaching calls and …..say “hello.”

That’s it. Just say “hello.” The rest will take care of itself. It did in kindergarten. It did at summer camp. It did on your freshman orientation day in high school and college. It just does. And here’s the big lesson in this post: if all you do is pick up the phone and call your clients and say “hello” and “goodbye” 4 times a year for the rest of your life, not only will you have a rich life full of good friends, but you’ll be a heck of a lot more successful than if you never picked up the phone at all.

The same is true for people you want to meet at a mixer or an event of any kind.

I’ve posted a couple of videos I thought might help:

[youtube=http://www.youtube.com/watch?v=6JyrkxV1lbI&feature=player_embedded]

Keep it simple, friendly and sincere. When you have something of value let them know, most important, be a friend.

Many of you know of the value I place on the lessons taught by Keith Ferrazzi; he is a strong advocate of leading with a giving hand and of developing long lasting, mutual beneficial, meaningful relationships. This being the dawn of a new year I thought I’d pass on some of his wisdom in an effort to help you in your success for 2011.

[youtube=http://www.youtube.com/watch?v=WWylg8agUSM&version=3]

This year the National Association of Realtors® is rallying the troops for an event designed to raise consumer awareness about:

• The pending expiration of the extended tax credit
• The benefits of home ownership
• And to increase exposure to their client’s listings

We are teaming up with Realtors® to give them the best tools in the industry to promote their open houses and to gain access to the potential buyers perusing the inventory. If you still haven’t taken advantage of our List Assist program you are fighting with one hand tied behind your back.

This is why

Realtors® who have taken advantage of our help have:

• A cash incentive to motivate the buyer of their listing to work with a lender they know and trust
• That same cash incentive could save your listing client up to $1,000.00
• A call capture system with the option of using text technology or the standard recorded message and fax capability
• A single property website that will allow them:

1. To post effortlessly to Craigslit and Backpage
2. To announce their client’s listing to their client base and the Client’s sphere
3. To announce open house schedules
4. To provide their client and prospective buyers on the home instant access to information brochures on the property
5. To provide those interested in the home map information, demographic information, School information, Virtual tours, photo sideshows, and neighborhood amenity information.
6. This is just the tip of the iceberg.
7. Oh, did I mention it costs nothing?

Are you playing on a level field with your competitors?

This event is a perfect time to try List Assist if you are not already using it. It is the perfect time to update your listings if you are. And, if you just absolutely do not attend open houses, fine, give a newbie in your office a break; ask them if they would like some additional exposure. They will thank you. Your seller will thank you. Who knows, the home might just go under contract on the 15th.