“Can you give me an example of something specific which you’re doing that’s different?” Rick asked.
“Well, I could give you lots of examples. Like just this morning, instead of clipping articles to send to clients like the old days; I used Google Alerts to stay in touch with all my clients and referral partners, and remind them how much I care about them. It doesn’t cost me anything and takes no time. The Google Alert comes in, I review it, and then I forward it to the person in my database with a short e-mail from me. I set up a Google Alert for all my referral partners and top referral sources; I call those people Ambassadors and Champions. It’s almost like having staff to keep tabs on the people in my community.” She added, seeing the confusion on Rick’s face, “Oh, it’s really easy. I can show you how to do it in twenty seconds. Before I do that, just to let you know, I have another appointment coming in at 1:00. That’s in about 15 minutes.”
“Okay. Thanks,” Rick answered. Michelle explained Google Alerts in more detail1, pulling out her phone and demonstrating the process. Rick thought, I’d like to set up a Google Alert on Don Dasick to see what he’s doing. Jo Ellen quietly cleared their plates and refilled Rick’s coffee without being asked. As they continued to chat, Rick was tempted several times to bring up Don and ask if Michelle had heard anything about him, but he resisted.
“Rick, do you mind if I ask you a business question?” Michelle said.
“Sure, Michelle. Shoot.”
“If you had a friend or neighbor who was looking to refinance or buy, who would you recommend?” Michelle asked almost casually.
Rick thought about his neighbor living in the condo downstairs; she had asked, but he hadn’t referred her anywhere because he didn’t get paid for refinances. He sipped his coffee and thought some more.
“I don’t know. The last time I talked to someone about refinancing, I didn’t send her anywhere. Probably should have, but I don’t really have a go-to person. I guess I’d have to say I don’t know,” he finally answered.
“What would it take for me to be that go-to person?” Good question.
“I don’t know,” Rick answered honestly. “I mean, this meeting didn’t do you any harm. If you can be successful in this market, you’ve got to be doing something right. I guess I’d need to learn more about what you’re doing to be successful, and more about what loans you do and don’t do.”
“Great,” Michelle smiled gently. “I want to be your go-to person for loans. I don’t need all your business. Just give me a few shots per month. And if I’m hearing you correctly, you’re saying that if you get to know me and my business better and like what you see, I’d be your go-to person? Am I correct?”
A few shots per month would be all my business. “Yep. That about sums it up,” Rick answered as he drained his last bit of coffee. Jo Ellen slipped by silently for the refill.
“Great, thank you for that answer. I’ve prepared some information for you to learn more about the solutions I provide,” Michelle said, sliding a one-page document across the table. “This is another thing I learned from Jay Michaels and Seven Levels. It’s called a Spectrum of Solutions and it shows the full range of services I can provide for you and your clients.”
Rick glanced down at the brochure and then feeling bold, blurted out, “Look, neither of us makes money when nobody’s buying. Clearly you’ve found the last people in town who are. You’re asking me for help, and I appreciate what you said about my reputation. But if you’re doing as well as you seem to be, I’d like to know more about what you’re doing. Google Alerts and this Spectrum of Solutions page didn’t explode your business.”
“Well, let me turn that around,” Michelle said softly. “What can I do to help you? What do you need right now?”
“Honestly, I need good, solid leads,” Rick confessed. “Like I said, I’ve tried the magazines, newspapers, home journals, Internet advertising, everything. I know I can deliver what buyers need, but I’m just not finding the people who are buying.”
“I hear you,” Michelle said. “I really think I can help you with that. But first, just come on Friday and we’ll talk about it more after that. Once you hear what Jay has to say, what I say will make a lot more sense.” Is she saying she got all this from some seminar?
“Well, if he really helped you that much, I’ll go,” Rick decided.
As the two rose to leave, a sharply dressed man approached their table.
“Hi, Michelle,” he said. “I saw you from the foyer and I wanted to let you know I was here for our 1:00.” The two hugged and Rick noticed Alan tuck a tendril of Michelle’s hair behind her left ear. “Alan, this is Rick Masters. He’s a real estate agent. Rick, this is Alan Hubble, he’s an attorney at Hubble, Rogers, and Spence. I’ll be right back, but you two should exchange cards.” The men obeyed and made small talk as Michelle slipped off to the ladies’ room.
“Hubble, Rogers and Spence,” Rick said. “That’s downtown, right?”
“Top floor of the Rogers Bank Building,” Alan smiled. Well, good for you, Rick thought, resisting the urge to roll his eyes. “So how do you know Michelle?”
“Oh, you know, I’m an agent so I know lots of lenders,” Rick said nonchalantly.
“Well, she’s quite an up and comer,” Alan smiled. “Did she tell you the numbers she did this quarter?”
Rick smiled and nodded, trying to think of a way to end the conversation, when Michelle returned.
“Well, it’s been a pleasure, Michelle. Nice to meet you, Alan,” Rick offered, starting to think about the rest of his day.
“Rick, absolutely!” Michelle smiled. “We talked all business today, but next time I want to hear more about your goals and what you do for fun. I’ll see you Friday!”
Fun? Rick watched Alan and Michelle head to their booth before turning towards the door.
“Goodbye, Mr. Masters,” Katherine called to him.
“Goodbye!” Rick smiled and called back, surprised at the enthusiasm in his own voice. He reached for his car keys and realized that for the first time in weeks, he no longer felt tired. Maybe he’d head into the office after all.
| JAY MICHAELS SPEAKS | 2 |
“When the student is ready, the teacher will appear.”
CHINESE PROVERB
BY THE TIME FRIDAY CAME, Rick was his tired, listless self again. Still, he couldn’t back out of this event. Naturally he could think of a million excuses that sounded plausible; but Michelle had left a voicemail, sent an e-mail, and mailed a card reminding him. Canceling now would be beyond tacky, and Rick still prized his integrity even if he felt like his dignity was bleeding to death.
He was shocked to find the convention center parking lot nearly full when he arrived fifteen minutes early. He entered the building and looked around. I’ve never seen this place so crowded. There must be something else going on too. Yet a glance at the signs seemed to reveal that everyone was there for the same event. Not only that, the crowd seemed eerily friendly. People were hugging, exchanging warm handshakes and even kisses on the cheek. It felt more like a family reunion to Rick: someone else’s family reunion. What am I doing here?
He found the registration table and received his packet from a cheerful young woman. In it he saw a black rubber bracelet