by Pat Zaby
December 1, 2011 7:47 AM
Let me tell you a story about my longtime friend, Dick Dillingham who is a very cool person.
We were having lunch today when he told me about coming back from Calgary last week. While he was talking with the flight attendant about a myriad of unrelated things, Dick found out she was a single parent who was planning to move to a smaller home in a few years when her son graduated from high school.
He offered to send her the comparable sales in the area and she gave him her contact information. He sent her the information as he promised and she called the next day. "What a difference a day makes" she told him referring to American Airlines filing for bankruptcy. She decided that now was the time to be moving and was ready to put her home on the market.
You may be thinking that it was easy for Dick because he's a cool person. He is but not for the reasons you may be thinking. I deceived you a little because I'm telling this story in writing and not face-to-face. Dick isn't cool; well maybe but Dick is KOOL - a Keen Observer Of Life.
Dick likes talking to people and is always looking for opportunities. Initially, he was offering the comparable sales as a way to show his willingness to serve. His strategy is to first add names to his database and gradually, build trust that will lead to business, either directly or through referrals.
He certainly didn't expect things to have such an immediate pay-off but occasionally, they do. You must be aware how many opportunities are out there and make yourself available to take advantage of them. And of course, it helps a lot if you're KOOL.
Another cool idea is InTouch, the automatic contact system.