Time to make some rain!

I recently picked up a book that I read as a young saleswoman in the title business: "How to Become a Rainmaker" by Jeffrey J. Fox. This book is a sales classic! Every salesperson has read it (and if you haven't then you need to)! The book sits on my desk next to my computer and I see it almost everyday. Honestly, it has mostly collected dust over the last couple of years and today I picked it up again. The book is a simple read- super short chapters that quickly drive home a point. Fox's chapters outline the rules for getting and keeping customers and clients. It doesn't matter what business you are in- title & escrow, real estate, roofing, painting, insurance- sales is sales and it is all the same. Without customers, in the end, we are not in business. Customers pay our bills and feed our families- it really is that simple!

I want to share an except from Chapter 3 "Obeying Marketing's First Commandment":

"The first commandment of getting and keeping customers is to treat each customer as you would treat yourself. Do you like to be overcharged, underserved, put on endless hold, overbooked, told your room isn't ready, falsely promised, shipped late, ignored, not thanked?

Always put yourself in the shoes of the good customer. Answer the question "what would I want if I were the customer?" The answer is what you should strive to provide....

Remember, good customers are demanding. They may expect more from you than you believe is appropriate. What you want or how you want to be treated may not be good enough to satisfy your customers, but it's a good starting place.

Deliver on your promise and you'll bring rain."

Today I will make rain. Today I will remember that good customers are demanding...and that I wouldn't have a career in the title business without them. If we focus on the small things like great customer care every single day, then the big things - like money and success - will come. Wishing you much rain and success in your business today!

For more information and for a complete table of contents on the book, go to http://books.google.com/booksid=nVoK8xKDiwkC&dq=how+to+become+a+rainmaker&printsec=frontcover&source=bn&hl=en&ei=LR3fS42WIcGclgf739jBA&sa=X&oi=book_result&ct=result&resnum=4&ved=0CCAQ6AEwAw#v=onepage&q&f=false

Amy Torres
VP/ Sales Director
Fidelity National Title- DFW