Can you believe this?

I can’t believe this.
Yesterday while conducting an Elite Group one of the agents was so excited. She was calling her Sphere of Influence in her database and had a great response. “They were so thankful that I called to say hello.” Really?
Our afternoon group had conducted Open Houses the week before. Another agent responded, “We invited 55 homes in the neighborhood and 12 came by.” Really? Already working with a buyer and one of the neighbors invited the agent over for tea. Connection and future business.
92% of the agents that I meet for the first time do not use a database on a monthly basis. They kind of play with it in their Outlook, try to keep up with people with their Excel sheet and hope that they can remember to call past clients from their pure memory. Safe to say that there is no strategy but hopefully luck will come their way.
Stay connected. Building the real estate business is about staying in touch with people you meet and people you have done business with in the past. Consistently touching by phone and through email is a monthly and in some cases a weekly task. But it doesn’t have to be a task. It can be automatic and fun. Building real estate relationships can be difficult so why lose them so quickly? If you took the time and money to build wouldn’t it be easier to keep the ones you have and add more as you go rather than always be looking for new ones while some slip away? Think about the commission on just one lost deal.
Reach out. Spreading the word according to Malcolm Gladwell is easier when you have Connectors. Where are the Connectors? How do you find them? Oh yeah, how do you keep them? The database is where all is stored and maintained. Consistent messages and updates allow the Connectors to reach out to their contacts and spread the word about you. Without good Connectors you are hoping and wishing and that is not a strategy and has limited possibilities. With the right people you will reach your Full Income Potential.
How do I fill my database? Never buy contacts and think before you buy the gimmicks of how to build your business. You build it through open houses, networking, referrals, social media, websites, and relationships and through FUN. If you do all of these and not already built a huge database then you need to reconsider how you do the above activities. They are designed to build your database and create a business without the peaks and valleys.
Coach Phil
PS. Keeping contacts on sticky notes is not a system. The ink finally fades. Be good.

Advertisement