Emotional Proximity: Don't Lose Control of Your Database

Emotional Proximity: You and Your Database

I wanted to share with you something I heard this week during a meeting that I had, it is called the Law of Emotional Proximity.

I found this to be very true in my business and I am sure it will become very apparent that you have either experienced this, you've either been on the receiving end of it or you have been the one to go the other way.

When was the last time you walked into a clothing store?

I know a lot is bought online nowadays but I find with clothes, I need to actually try stuff on to make sure it looks and feels right.

When you walk into that clothing store and one of the sales people approach you and ask the dreaded question:

"Can I help you find anything today?"

What is your response?

"No thanks, I'm just browsing"

Am I right?

Ok so fast forward 10-25 minutes and you have finished your browsing and you have actually found something to try on. Are you going to that salesperson that first greeted you at the door asking if you needed help?

Hell no! You're going to find the person that holds the keys to the change room and if that person is 5' or 10' away or if they are standing right at the door, you are going to ask them to let you in....right?

Why? Why wouldn't you go back and find that first salesperson? You're in commission sales, there's a good chance they are in commission sales, why wouldn't you support another salesperson?

That's an entirely different email btw and so is the question that salesperson first asked, but I digress.

Look, my point is this, at that moment in time you are about to make an emotional decision to purchase a piece of clothing. You want to try that item on right now and in your mind it doesn't matter who is there to open the door, so long as someone is there!

Relate that back to your database. Are you staying in contact with them on a regular basis?

What happens in 3-7 years in your market? Are the people you sold homes to looking at making a move? I know they are in my market.

If you aren't staying in contact with them, how can you possibly be mad when they use someone else to list and sell their home?

Your network is your net worth, keep that in mind the next time you don't want to pick up that phone or send off that email.

Don't be the salesperson at the front of the store asking a question that is easily dismissed, be that consultant that asks the right questions and that stays in flow during the 10-25 minutes in the store or the 3-7 years while in their home.

You can't possibly expect that your database is going to stay in Emotional Proximity to you because you sent them a recipe or a fridge magnet once or twice a year.

So How do I Fix This?

Simple.

Get in to and stay in flow with your database with a solid plan of attack that includes value based follow up.

This post was originally an email that I sent out to my Agent only database and I had mentioned in that email that if you want to get a kick ass touch campaign that I would be more than happy to email that off.

I am going to post that here as well, so, if you want the follow up click on the button below and I will send it to you ASAP.