I read a great article this week in one of the Realtor trade magazines and it talked about how Gen Y was so native to technology that many of them never really developed the interpersonal skills most of us use everyday and take for granted.  Real Estate always has been and always will be a face to face business.  Many of our leads and clients will come from using technology but whether or not someone does business with us still comes down to whether they like us or not and whether they think we have the skills to help them.

So how does this relate to the Market Multiplier System?  Well, many of my clients are a generation younger than I am so they are using technology to the maximum extent possible.  The dialogues we use in the MMS are designed to differentiate us from the other real estate agents that our prospects are assuredly “talking” with.  Short, precise and specific phrases that translate unambiguously in burst technology venues like Twitter and texting.  For example, writing “has anyone told you about the 203k loan?” gets me a response nearly every single time.  ”Its the way I get my clients the best possible home for the least amount of money.  Would you like to know more?” is another winner that makes every prospect want to hear what I have to say.  Why?  Because it establishes a quantifiable benefit to working with me instead of another agent who says what every other agent says.  You have to say/text/email something different to stand out.  And, that something different needs to convey a benefit to the client that they can understand now, not six weeks into working with you.

Take your time and be patient but you want to try to get a face to face meeting sooner rather than later, even if its just to look at a few homes to get the prospects feet wet.  It will give you some time to break down the barriers and start to build your relationship.  I find my Gen Y clients much easier to communicate with and much more open to phone calls after our initial face to face meeting.

After that, its up to you to keep the personal touches going with your clients, even after the closing – rest assured, the other agents are doing it, especially if they are Gen Y and new to the business.  You’ll easily stand out in the crowd by keeping basic personal touches a part of your business.

Consider this, Michael Eisener, who took Disney from $1.5 Billion in revenue to $30.8 Billion in revenue from 1984 to 2004 wrote personal, hand written notes to 20 Disney customers every week.  It works.  Its easy.  And it will make you stand out.