Transcription (was completed by automated process. Please ignore any speech-to-text errors)   [00:00:00] This is Beatty Carmichael and I wanted to just give you a quick introduction to this audio before you hear it so it starts to make sense. I try to reach out to our clients and just touch base with them make sure that they do the best practices to get results because best practices generate best results with our service. And so this is one of these what I call a client engagement call and the focus is how to do best practices in the personal touch as you do with your personal contacts. But I want to expand your thinking that it's not just your personal contacts if any contact that you're marketing to. What are the best practices to be able to reach out and touch them so that you can nurture the relationship. And that's what this call is about. And I hope you enjoy it. All right. Well very good. So what I want to do on this college is I just want to cover best practices to make sure yeah. Because if you do best practices you'll get best results. And if you don't do best practices you won't get results.   [00:01:02] It makes it right. Right now. Yes. So I'm familiar with the Popeye. What is it usually. I guess if you could. Elaborate a little bit I usually like popping by. Or is it kind of their home in the evening and just dropping off like a bottle of wine or what is the best practice for CROSSFIRE.   [00:01:27] The key with a pot buy is you're looking them face to face in the eye really kind of depends on what type of prospect they are what type of relationship they are. That would determine if it's a personal friend and they love wine might drop by an evening. Hey I was just at the grocery store I was thinking about you guys picked up some bottle of wine for you guys. Hope you enjoy it and they go Oh thank you that's so great Ryan. But if it's the teller at the bank that you built a relationship with but it's not that personal relationship I'd pop by at the bank rather than home home is going to be OK.   [00:02:04] Got it.   [00:02:05] Yeah of course I may say. I was just down the street I thought about you and the donut shop was there so I picked up some doughnuts for you guys and you just bring some doughnuts in and say no now these are your Suzy and you tell all the cash registers their cashiers at the bank. These are Suzy. If you want it you gotta ask her Is it only for her and her friends. Did I make a big deal and she laughed and laughed. And now she really feels special. Okay. That's the pot.   [00:02:39] By God it does help. Yes absolutely.   [00:02:44] Okay. Then let me also let me give you kind of a real short list of best practices. Yeah that'll be great. Okay. And they're all personal touches. Okay great. So number one make sure you have a list of all the people we're targeting so that you can strategically talk to everyone Don't just wing it. Make sure that Okay I need to be talking to Bill and Tom and Sue and I'm going to make a go this week that I'm going to talk with them so strategically you're going through the entire list every time you do a personal communication you speak with them. You see them at a party. You do a pop by. Anytime you're looking them eyeball to eyeball at the end of that day. Write a note on a thank you note or just a note card that you have. That's branded to you as a real estate agent. Okay so it's a personal note but it's on professional stationery and the personal notice is going to be hey I really enjoyed seeing you. That was a beautiful dress. I hope you guys enjoy the doughnuts and I hope you get a pay raise for giving them out or you know just do something fun and you drop it in the mail.   [00:04:07] And now it's another personal touch solidifying. You're a really neat guy and they appreciate you but now it's solidifying that you're real estate agents coming from your real estate. No card and you might even know one guy has some sort of a little sticker that he always sticks