Something I've learned since I started this blog - and also since I started my real estate newsletters business - is that building trust takes time.
But taking the time to build that trust has enormous rewards.
As Seth says today, in his post Drip, drip, drip goes the Twit:
"Publishing your ideas... in books, or on a blog, or in little twits on Twitter... and doing it with patience, over time, is the best way I can think of to lay a foundation for whatever it is you hope to do next."
Same goes with newsletters. A regular newsletter to your hot prospects is drip, drip, dripping them with little bits of trust. That trust builds up over time, like a calcium on a stalagmite.
Once you've earned that trust, it's a lot easier to make the sale.