The New Year is always filled with so many new goals that I always feel so alive and ready to paint the picture of how I want the year to look for my business.
As Realtors, we can never really have a day that isn’t “work related”. We are constantly building our business and generating leads. And as satisfying as it seem to get a few of the items ticked off our to-do lists, we know that isn’t going to get us to the next level. So, what can we do on a daily basis that can help us achieve results throughout the entire year?
ONE - Get Up Close & Personal With Your Database
If your database isn’t open on your computer every morning, you’re neglecting it. A flower needs water to grow, right? Your database is your flower and if you don’t water it – it won’t survive.
As part of a daily habit, learn to give yourself small goals relating to your database. Though it may not be in your best interest to nurture your database as the cost per lead is significantly lower than any other form of marketing, it can be rewarding when you touch base with a client or colleague and they refer you to someone who may be looking for a Realtor.
A few little things you can do to stay connected to your database can be:
- Send at least three people in your database a hand written note every day. Choose one person who is a potential client, another who is a past client and someone who has just started their own business. Always remember to send out a few business cards with it!
- Mail a birthday card to members of your database for their birthday along with a gift card to enjoy some dessert or a coffee depending on their preference.
- Drip automated emails to your database at least once per month on different occasions or events going on in your city.
TWO - Set A Goal of 5 New Connections Per Day
Whether it’s online or in person, this needs to be done. Just think, for the month of January, if you had done this every single day, you would have had 155 new connections to add to your database. And even if some were to be hot or cold connections, they are still connections and referrals is your best friend in this business.
Be known in your community as a voice of knowledge about the current real estate market. By communicating with people in real time about the market you’ll be establishing yourself as an active part of the real estate community and you’ll find yourself in business building discussions, as well as relationships.
THREE - Don’t Forget To Acknowledge Your Active Clients
As much time as you spend with your database reconnecting and with new connections, make sure you spend equal time on your active clients. I have clients that I work on for a few months, depending on what it is their real estate needs are and sometimes I don’t have any new information to send to them – but I still manage to reach out to them. Don’t forget these people!
If they don’t hear from you, they may think that you are not working for them anymore. Keep the connection strong and ensure that they are always informed, even if you have no new listings for them. Reach out and keep that connection tight.
Even if I don’t have an appointment to set up with my prospects, I try to stay in contact every couple of days with some type of follow up, useful information, or inquiry. This regularity of communication will also tell you a lot about how motivated the prospect is and if they’ve moved from active prospect to long term prospect.
With just these three little habits, you can learn how to manage your database and serve your clients effectively. The hardest part is staying consistent! Trust me, even after 12 years of being in the business, I still find myself from time to time having to get back to a schedule.
What are some of the things you do to help grow your real estate business? I'd love to hear more as I know most of you are from different parts of the world!
With Love | Nikki xo