The power of the business card. I have been in commission sales for over 20 years and wanted to share with everyone the simplest and most cost effective marketing technique that has generated more sales more than any other approach. The examples below are based on my direct experience in real estate. No matter what type of sales industry you are in, I think you will find it possible to use this same approach. It might require a little more initiative and creativity but the basics are there to help you generate more sales than you could ever imagine.

When I first started in the sales industry in’90, I was pretty much on my own. I had no clientele and even though I had many friends and family, I felt I couldn’t just depend on them wanting to purchase homes. When I look back now, I am so thankful I didn’t because not one of my sales ever came from one of these sources.

I needed to market myself and felt I had to “get the word out” to let everyone know what I did for a living. My finances were limited so I wanted to be cautious as to where I would spend money for my business.

Around that same time the Super Bowl was coming to Arizona. I was a season ticket holder and was able to get tickets for $100 each. When I arrived at the game early, shortly thereafter I was offered $1000 for each ticket. The temptation was too good and I couldn’t resist.

Now that I had no tickets, I decided to get in my truck, pull out my box of 1000 business cards and started passing them out to the fans outside the stadium. Three hours later I was out of business cards and drove home to watch the game on TV.

The primary goal of sales is to create an established client base as our years of experience grows. Word of mouth and referrals are so powerful in the sales industry. The more people that know what business we are in and what services we offer, the more likely they will come to us in the future if the need arises.

Let’s look at this example I experienced in more detail. I sold 15 homes from these 1000 business cards I handed out. Although the conversion ratio was small my net return was huge. If I could pass out 1000 business cards in 3 hours, I could easily distribute 1000 cards per quarter. 4000 business cards per year at a total cost of $400 would generate at least 60 home sales per year. Not too shabby considering the average agent only sells 8 homes on average per year.

Remember to hand out business cards to everyone you meet. In the grocery store line at the dry cleaners, the dog groomers, etc. The worst thing that could happen is they throw your card away. That is about 10 cents a card. Not a great loss considering what the return can be.

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