My interview with Tim Healy, Long & Foster Real Estate agent and note-sender aficionado, begins with a story:
“It is said that before George Bush, Sr became President of the United States, he regularly wrote 10 personal notes a day. He did end up becoming elected.
Of course, there were other things involved, but think of it: 10 personal, hand-written notes a day. That is a commitment. It also speaks to how many people he has in his personal network.
And it takes something of a wordsmith to find something worthy to say to each of these people…daily.”
You are a residential real estate agent. How long have you been an agent? And how many years have you been sending personal notes to your clients?
I have been a real estate agent for 28 years. I have been sending out personal notes for about 9 years.
And what have you noticed from this?
Business is a lot steadier.
Do you send notes to your business contacts or your personal contacts?
Both. To write a personal note to someone, whether your client or former customer or friend, it is a connection. It’s not a phone call. It’s not a gift. It doesn’t require a response, really. It is the purest form of good will. It shows that you took the time to write the note, get an envelope and a stamp.
It’s not a super-easy email that anyone can do.
What do you think about social media or email for personal correspondence?
The contact is great but it is not a substitute. Group emails are even lower on the ladder.
Have you noticed that you have been getting more referrals or cultivating more friends because you send personal notes?
Yes. I get more business, more referrals for business, and I also attract friendlier business.
What is your ideal amount of personal notes that you send out? How frequently do you send them out?
My ideal is 2-3 a day. I probably send out 2 notes a day.
What kind of feedback do you get from the recipients?
I’ve had people ask me if I’m going to send them a card. They look forward to receiving them. I’ve had folks tell me that they put the card on their wall at work, like a trophy, particularly if the message is pithy.
You are a writer – you have a way with words. What suggestions would you have for people who don’t consider themselves ‘writers’ or gifted in that way?
Just say something that is true.
An example, “Great to see you. Looking forward to the next time.” The goal is just contact. It almost doesn’t matter what you say.
Another idea is to offer a piece of information that is of value to them. In real estate, I might mention something about the market – it will be current and positive.
Find Timothy Healy at his Long & Foster website http://www.timohealy.com. He is never without a pen, a few notecards, and some stamps.
fin.