Build Trust Before Transaction – #JayToday


What if you found a way to build extreme trust
before you ever interacted with a customer? Hey it’s Jay Bear with another Jay Today,
where I give you a piece of my mind three minutes at a time. Still in Minneapolis today
for AgCatalyst. Brand new suit today, excited about that. Liking this one, new suit. I was
at an event last week, and some of you who watch the Jay Today program may remember that
I was in Boston and got upgraded to the fabulous hotel. That was a cool experience from the
Four Seasons. But one of the most interesting parts about
that conference, it was for a company called Straumann, which makes dental implants and
equipment for periodontists and oral surgeons. I was speaking to their group, and one of
their attendees came up to me afterwards. His name is Dr. Glenn Gorab, and he lives
in Clifton, New Jersey. He has an amazing program that builds extraordinary trust with
his patients before he ever sees them. Here’s how it works. Every Friday his office
gives him a call sheet of all the patients who are coming in the following week who are
brand new patients, have never seen him before, have never been to his practice ever. He calls
those new patients on the weekends, Saturday and Sunday, when he’s driving or just kind
of laying around the house watching football, whatever. And the reaction is extraordinary. He says, “Hey, this is Dr. Gorab. I understand
you are coming in next week. We are delighted to have you as part of the practice. Do you
have any questions about what we are going to do next week? Do you have any questions
about me, about the practice, before you come in?” It blows people’s minds. They say, “I’ve never
have a doctor do that,” because doctors never do that. It builds bonds and trust and kinship
and referrals that make a real difference in Dr. Gorab’s practice. He says people come
in all the time who are new patients and say, “Hey, I’m here because one of your previous
patients told me that your doctor who called them before they ever even had an appointment.” That is an amazing piece of marketing. It’s
gotten me thinking about how can we build trust before the sale? How can we build trust
before the transaction? One of the things that I do, that a lot of other speakers don’t
do, is whenever I land in a city and I’m going to give an event, I always call the event
organizer or at least text them, make sure that they know that I am in town, and if they
have any questions. Make sure that they know everything is okay. But there is more that I can do and more that
I am going to do. I suggest that you think about ways to start building that trust in
that important point between when somebody raises their hand and when they actually transact
with you. It’s something to think about. Today’s Sprout Social Shoutout is for my friend
Brian Carter, a fantastic social media marketing guru, especially good in Facebook and Facebook
advertising. Brian has a new book coming out called “The Cow Bell Principle. A lot of personal
branding and career development advice, good stuff from Brian. It comes out the same day
as my new book, “Youtility for Real Estate.” So I figure I better shout him out now, because
when we get closer to November 4th, I’ll be talking about my book, not his. So I’m going
to give Brian the shoutout today. Follow him in social media. You’ll be richer for it. As always, this program, the Jay Today Show,
is brought to you by Sprout Social, fantastic social media marketing software, which I use
for my own social media. And from Candidio, who helps me make these videos. I just upload
them to the Candidio website, and they do the rest. They make them look beautiful. They
put the graphics on that you see over here, all that stuff. They can do the same for you,
quickly, easily, and affordably. Go to Candidio.com. Until tomorrow, I am Jay Bear. This has been
Jay Today. Thanks for watching. Make sure you subscribe. See you next time.

4 thoughts on “Build Trust Before Transaction – #JayToday

  1. Build Trust Before Transaction – #JayToday

    Watch this amazing case study highlighting Dr. Glenn Gorab of Clifton, NJ who's building trust in his dental practice on "his" weekends. It might blow your mind!

  2. That is a great tip. And you easily look good because that particular part of the bar is pretty low. Like the suit as well, you are stylin!!

  3. Can You Build Trust Before the Transaction – #JayTodayRewind

    What if you found a way to build extreme trust before you ever interacted with a customer?

    *On the Convince & Convert Blog: bit.ly/1wF9O1h*

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