How to create rapport with your prospects by working less (yes, that's correct)

Over the last few e-mails we've been discussing how you can create and maintain a stronger relationship and build trust with your prospects.

One of the easiest ways of doing this is by making yourself accessible to them, but not in the way you normally perceive or incorrectly believe accessibility needs to be.

See, most people think being accessible means giving prospects your cell phone number... your home number... and your personal e-mail address, so anyone can come calling on you whenever you want.

Then, you piss and moan why you've got so many tire-kickers and looky-loos wasting your time all day long!

Duh, who's fault do you think that is?

The way to make yourself seem accessible has far more to do with what you say and how you say it, than you giving out your cell phone number and inconveniencing yourself in all the other ways.

Does your doctor or lawyer make themselves that accessible? How about your plumber or the guy who drycleans your shirts?

So why do you do it?

I've given you a slew of things to talk about over the last couple of weeks, so today let's talk about HOW you say things. Remember, since experts say that anywhere from 70 to 90% of your communication is non-verbal, how you say what you're saying in print, is critical... since you don't have the benefit of non-verbal communication.

You want to write to your prospects the same way you speak to them. There are many different names for this, but I just call it "cup of coffee" copy. Meaning, I like to think it's how I'd speak to someone if we were just sitting down and having a quiet cup of coffee together.

You wouldn't be pushy or aggressive if you were doing that, right? You'd be folksy and sort of humble, no?

And see, the benefit of doing this, is that it makes people "feel" you more, and when someone can "feel" you more, they perceive you're more accessible.

What's really funny is, in reality you can be as unaccessible as you want.

Here's a true story. Almost everyone who works with me, or who subscribes to my newsletter or joins one of my coaching programs, says they do this because they feel I'm accessible and approachable. That they "know" me or they can sort of "sense" we're on the same wavelength.

But in reality, I'm actually quite inaccessible. NO clients have my personal cell phone number, and when we speak it's by appointment only. In fact, I talk to no one without an appointment, and even then, they must be paying for my time. And there isn't a snowball's chance in hell I'd EVER speak to someone and give them "free consulting."

Because remember, people value what you're doing for them, only to the extent they've paid for it.

Keep these things in mind moving forward. It's YOUR business, run it the way YOU want. Just the same way you want to set up boundaries in your personal life, that's all the more reason why you want to set them up in your business life.

You'll respect yourself a lot more when you do this, and so will your clients.

Have a great weekend.

Pay close attention. Mike and I will be re-opening the ARMs Marketing System program again soon. Our first group has gone through the process and is using it right now. They were nothing shy of "blown away" at the meeting in Tampa.

Stay tuned.

Now go close some deals, Craig Garber & Mike Miget

P.S. We had 2 exciting days of serious work and business breakthroughs with over a dozen pumped up loan officers at the LO ARMs Marketing System Launch. You can check them out on our blog at http://tinyurl.com/4vj542

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