• Skip to content
  • Skip to primary sidebar
  • Skip to footer
  • Cart
  • My Account

Bruce Keith Results

Real Estate Coaching & Training | Bruce Keith

  • Home
  • Coaching & speaking
    • One-on-one real estate coaching
    • Real estate teams coaching
    • Weekly teleseminars (membership program)
    • Real estate speaking & seminar services
  • Products
  • …More
    • Testimonials
    • Recommended Sales Aids
    • About us
    • Our team
  • Blog
  • Contact
  • Increase your sales

Know Your Customer

January 10, 2012 by Gloria Keith

 

CRITICAL INFO… best selling author Harvey Mackay suggests that in order to create long-lasting Customer loyalty, we must have "inside knowledge". His premise is that the more we know about our Customers the more likely we will be able to create ongoing rapport and retain their business. Mr. McKay created a series of questions called The McKay 66 (you can Google this list very easily). This Daily Sales Strategy suggests that you create your own list of questions that you can ask your Customers once you have established a relationship. Be sure to write down their answers so that in subsequent conversations you have a quick reference  source to draw from.

Here is your ACTION STEP… create your own "Mackay 66". Make up your list of questions to gain that valuable "must know information" for each of your Customers. Here's some ideas to help you create that list you need answered:

1. Full name and spouse's name

2. Address, phone number, e-mail

3. Birthdates

4. Children's names and ages

5. Address and how long there

6. City/country of origin

7. Profession

8. Employment and how long there

9. Personal interests/hobbies

10. Organization affiliations (service clubs etc.)

11. Personality style

12. Etc.

Develop your own list and create a simple form. This information can be gained over time as a result of your various Customer contacts. Do so in a conversational fashion and be sure to keep good notes. Be one of those Salespeople who always seems to be able to remember personal details every time you connect with your Customers. Everyone wants to be remembered personally. This is an invaluable skill… it is easily achieved by simply keeping good notes! You don't have to have an amazing memory… you just have to have amazing information. This information also allows you to have instant "icebreakers" when you meet. Also, it will often give you a reason to call, just to touch base. Start updating your records right away and be sure to write it all down. Your Customers will instantly know that you care. NO Excuses.

Filed Under: Blog, Sales Training

Achieve the real estate sales figures you've dreamt of

See our selection of real estate training products and services. We're sure you'll love them all!

Select a product or service

Reader Interactions

Primary Sidebar

Navigate this site:

  • Real estate sales coaching options
  • Real estate training products
  • Testimonials
  • Contact us

Free Advice

  • Facebook
  • Google+
  • LinkedIn
  • Twitter
  • YouTube

Increase
Your Sales

Call Bruce
866.362.2226

Or results@brucekeithresults.com

Brokers & Teams

Ask us about volume discounts on our real estate training products. Get more info

Never be lost in a sales presentation again

Take advantage our tried, tested, and raved-about scripts for real estate sales, "All the Right Words"
 
This product series focuses on helping you learn your sales language in a natural way, and is tailored towards real estate agents and their needs.
Buy today!

cover for real estate business e-book

Learn my 6 steps to real estate success! Sign up to receive an exclusive download!

 

We respect your email privacy

Powered by AWeber Email Marketing

 

 

Search

Footer

Increase Your Sales Now!
Call Jason: 1 (866) 250-4566

News and Tips
Free training
My Experience
Our community

Useful links

  • Cart
  • My Account

Affiliate links notification

This site sometimes refers third-party products or services to its users. In some cases, we earn a commission by these referral links. We thought you should know!

We are under no obligation to hold external companies responsible for the quality of their product or service. Our recommendations are based on our own opinion, and only that. It is up to you to judge for yourself the value of products or services that are not sold by our company directly.

Copyright © 2021 · Bruce Keith Real Estate Coaching & Seminars · 1 (866) 362-2226 · 13 Fairy Avenue, Huntsville, ON, Canada, P1H 1G7
Site by Canadian Web Development Services