“Follow up and stay in touch with clients.”
To become a force in her market, Lori Giebeig Simpson, CRS , GRI, has combined market knowledge with a dose of good old-fashioned aggressiveness. She says she’s had to be aggressive to overcome the perception of inexperience. “Because of my age, people don’t have confidence in me until they meet me,” says Simpson, now in her fifth year in the business.
She won over enough customers last year to rack up $3.5 million in sales. She attributes some of her success to her enthusiastic efforts at keeping in touch with present and past customers.
A lot of salespeople lose business because they don’t follow up, especially when there’s nothing new to report, she says. Simpson keeps the lines of communication open, even after the sale. “You’ve got to stay in touch with past customers right from the start.”
In at least one case, Simpson’s follow-up paid off in more than new sales: She married one of her buyer clients.