Two Big Reasons NEVER to Hand Out Your Business Card

You've been there before.  Your having a nice conversation with someone at the bank or maybe at a store.  The conversation turns to real estate.  They tell you they're planning on making a move soon.  You talk to them about the move and ask them for their contact information so you can get with them later to help them out.  They say, "no problem.  Just give me a card and I'll give you a call."  You hand them a business card and they go away, never to be heard from again.  Or, are you one of the really pro-active card agents?  I mean the ones who give their card out to anyone and everyone who might have a real estate need.  If so, you would not have asked them for their contact information.  You would have just handed them a card and told them to give you a call.  In any case, the result would have been the same.  Ever wonder why?

Let's look at what I call the two BIG reasons to NEVER hand out your business card:

1. Once the prospect has your information, you don't need theirs. - Always look at every exchange from the prospect's perspective. - So the conversation was good.  You seemed nice and knowledgeable.  They have your information.  They'll call you if they need you.  Thus your business card's final odyssey begins.  If it's in the prospect's pocket, it goes through the wash and into the trash.  If it's in the prospect's wallet, the next time they look at it, it's a year later.  They're cleaning out their wallet and they throw it away because they have no idea who you are or why they have your card.
2. You could have had a lead.  But now you don't. - You only have a lead if you have legit contact information.  YOU have to have it... not the prospect.  The person with the contact information is in the driver's seat.  They are the only ones in control of whether on not you ever speak again.  In sales, that always needs to be YOU!

Always remember - The object of any exchange is to make an appointment.  If you can't get an appointment, the fall-back position is to get the prospect's full name, phone number, and email address (that is a lead).  Just practice saying this: "Oh wow... I don't have any more cards with me.  Let me get your email and phone and I'll get in touch with you tomorrow."

Be the card-less Realtor!