|
 It was a billboard that provided inspiration to Paul Guenther, a Sales Representative for Chicago Title in Chandler, Arizona. “The DHL tag line caught my eye,” states Paul. So now, the phrase ‘The extra mile is part of my regular route’ adorns his business collateral and guides his business philosophy.
He has been with Chicago Title one year and in the industry for two and a half. Before then, he was a key account manager in 7 western states for Duracell. Downsizing and a desire to see more of his family caused him to go into the title business. “I was traveling all the time,” he says. Now Paul has more “face time” with his wife and two young daughters.
Are there personal influences that have helped his career? “I guess it’s the Midwestern work ethic, the philosophy of taking pride in one’s work,” responds the Wisconsin native. “When I moved to Arizona and noticed that not everyone had that ethic, I decided to use it to my advantage and set myself apart.”
Examples of going the extra mile? “I helped a customer move an armoire – she needed help, so I pitched in,” he replies. “Another client, a single woman trying to sell her home, needed help with her watering system. I helped her adjust it so she would have a green lawn to make her home more attractive to sell.”
How do the Focus Publications products help him stay in touch and cultivate new contacts? “When I started with Chicago Title, I was placed in a territory new to me and needed a way to keep my name in front of the customer,” he says. “I was looking for a way to create a warm call instead of a cold call.”
Any products in particular? “My favorites are Economic Focus, Week in Review and the Hot Sheets. I really like the Hot Sheets, they give me a variety of subjects to offer my clients,” he replies.
Any unique ways you have used the Focus products? “Late last year, I sent an email to my list titled ‘2007 Business Plan.’ In it I offered ‘something of value’ to help make 2007 a successful year - in this case, ‘Week in Review.’ Some opted out, but many accepted the offer. The next step is to assess their needs before offering them additional Focus products,” he continues.
“Focus products keep me top of mind with clients and prospects. Even if they have an established relationship with someone else, I am there in case that changes,” he adds.
Does it work? “I recently had lunch with four realtors who told me I was different than other title reps who call on them,” he responds. “They said, in effect, ‘The others just ask for the business, but you give us information we can use,’” he concludes. Needless to say, Paul bought lunch!
Going the extra mile, indeed. |
