A Xerox sales executive stopped in unannounced yesterday. I'm not in the market, but I offered him a cold bottle of water and my sympathy. Anyone trying to sell capital equipment to mortgage brokers in this market deserves some sympathy.
I rarely turn away someone who's trying to sell me something. Successful salespeople in any industry--yours included--know a lot of people. I try to remember that it's not about me. It's about them. It's about who they know that I'd like to know.
Case in point is the young fellow on the right. Donte' Ormsby (12 years later) is my web designer. Whoa! That photo was taken in the Rose Garden, and you know the guy on the left.
Turns out the Xerox guy is a REALTOR as well, newly licensed just a year ago. Auspicious! I turned the conversation to the subject of that most precious of business tools--his database. He has two, and neither of them belong to him in the sense that he could walk away from either job tomorrow and not miss a beat, database-wise. (By the time he left, he was converted to my "database for keepers," and it's not my Loan Origination system--Calyx/Point.)
I'll be blogging about database protocol for the coming week or so, because it's the difference between successful people who are still earning a living in real estate and lending, and the rest who should have taken database protocol more seriously five years ago.
The really good news? It's never to late to start a good habit. Stay tuned.
Better yet, subscribe to my blog and click the RSS feed!
I'm Mike in Tucson, your preferred Tucson, Arizona mortgage lender.
Think of me as your Tucson mortgage expert.
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Other posts in this series:
Databases are so important to any business. It seems odd that people would not pay very close attention to them.
Christine,
Thanks for being the first to comment. Humans are rather odd, aren't we?! We don't do what we know we should do, and then we hire Life Coaches to make us do what we wouldn't do on our own. Go figure! LOL
Mike in Tucson
I got a call from a "web site optimization" company a few days ago.
All I could think to say was "You poor thing".
Lenn,
With more than 117,000 members supporting each other, Active Rain might be the largest "web site optimization" organization on earth!
Mike in Tucson
Hey Mike very interesting, I think I know where you are going with this. A lot of poeple do not have or do not know about their database protocol. Looking forward to the other post to this.
~ All the best
Roy,
Always an Eagle! Thanks for commenting.
Mike in Tucson
Hi Mike, hope all is well with you. Will be watching.... I'm so out of time everywhere I turn. Need more hours in the day. I just get up every day, re-group, and move forward. Still can't get to everything!
Susie,
I'm a fan of Jim Rohn, who has been billed as America's Foremost Business Philosopher. Here's one of his favorite sayings: "Time is more valuable than money. You can get more money, but you can't get more time. Never begin the day until it is finished on paper." Thanks for taking the time to comment; I appreciate you.
Mike in Tucson
Mike, I agree it's never too late to start a Good Habit. I think I have pretty good database habits but I'm looking forward to what you have to say about it!!
Mike - I'll be staying tuned to read your wise words. Love the Jim Rohn quote! This is a topic I'm constantly reminding myself I need to keep in touch with.
My database is my life 35 years of clients and records about the transactions.
Mike - That is an excellent posting. I just had that conversation with another Realtor a couple days ago. They had asked me where the majority of my clients come from. I explained that I had cultivated my list (database) of past clientele, friends, neighbors, and people I have rubbed elbows with in the last 26 years of being in the business. They are my most steady and reliable source of new business.
All,
I'm taking a loan application early today, and I'll be back in the AR saddle right after that. Thanks for your comments.
Mike in Tucson
Mike,
Looking forward to the whole series.
Jonesy,
Great timing on this. Success is so simple with discipline and a little time.
I agree that your database is essential. I have a lot of questions about the best format to use, best way to keep it current, what to do with it as far as using it to keep in contact with clients. I am looking forward to more info.
Linda,
The best format is what works for you. I've found what works for me, and I'll enjoy sharing it with you.
Woody,
Glad to oblige! I look forward to meeting with you this week.
Fran,
You're encouraging! Keep it up.
Mike in Tucson
Mike,
That sounds just like you! Offering a hard worker a hand, or in this case, a bottler of water. This blog is a great reminder for me to take my time and just talk to people... There are so many interesting people in the world with great stories to tell... and you never know when it could turn into a business relationship or a good lead.
Kurt Duffeck
Kurt,
Ain't it the truth! Remember the story Acres of Diamonds? Thanks for coming by to comment.
Mike in Tucson
Fortunately, we learned the value of a database and database mining 6 years ago and incorporated it into our basic services of "tools, training and support". We developed a browser based CRM which is a "stand alone" solution for the real estate and lending industries. The future of a successeful Realtor and lender is the size, and service to a "permission" based database.
Fred,
I love your phrase Permission Based. Thanks for commenting.
Mike in Tucson
Great post. Now where's the next one? Please enlighten us on databases!
Mike - Anticipating the advice! Database is not my strong subject..I need all the help I can get. Will we see you in Phoenix on the 19th of November for our AZREBN meetup? We miss you! Dave Smith is coming to Phoenix...there is a carpool opportunity!!