How to work a database for more real estate referrals...
Feel awkward calling you database and asking for referrals? That's because you didn't know about this simple plan. I'll outline everything below. Together we'll make a fresh clean list and pick a script for making your calls. Something that's free and enjoyable. When you watch the recording below... just text me your questions: (905) 903-5442.
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Ok lets start! These are the building blocks we'll cover:
- Creating a clean list of warm contacts to call (exercise and free downloads below).
- Plan to call 3 people a day using the script below (free download).
- Capture complete contact information including name, phone, email and address. Updating your database as you go with complete accuracy.
- Set up a daily notification using the MLS you already have access to (no cost to you or the client).
- Connect with them on social media (scripts and process below).
- Send them a handwritten letter or marketing swag (such as not pads and magnets).
- Call 3 a day till you finish the list.
- Rinse and repeat contacting your database every few months (plan below).
Start with the list...
You can start this plan with a clean slate using nothing but a blank Excel Sheet (download template here)... or just use the database you already have and start a clean list to work from.
"I already have a database... but I hate it"
That's what most agents tell me. So they want to start over with something new? Without a plan you'll face the same delima. A empty database full of holes, missing info and contacts you don't know.
Step 1): Create a clean list of warm contacts you know, like and trust. Make the list as big as you can... but not so big you don't even know the people. That's the biggest problem (and obstacle) holding others back from picking up the phone. They feel like a pest, annoying and embarrassed because when they need to explain who they are and what they do.
How big should the list be? Typically I see a range of 80 to 300 contacts is a typical range. Clearly the bigger the better.
Need help building a bigger list? Download this free exercise. It'll stretch your memory (download here). Trust me, you know way more people than you think.
If you already have a database / real estate CRM you'll want to pull a list of all the contacts and start grouping them into a smaller lists. I always have a big list of all contacts and smaller more specific lists such as: buyer leads, sellers leads, REALTORs, investors and "sphere of influence".
The "sphere of influence" list is the one I want you working on. This list includes all your past clients, friends, family and basically anyone you would invite to a client party.
Build that list and move on to the next step. Please note this is never ending. You should always be adding and growing this list.
"I already have a database... but I hate it"
That's what most agents tell me. So they want to start over with something new? Without a plan you'll face the same delima. A empty database full of holes, missing info and contacts you don't know.
Step 1): Create a clean list of warm contacts you know, like and trust. Make the list as big as you can... but not so big you don't even know the people. That's the biggest problem (and obstacle) holding others back from picking up the phone. They feel like a pest, annoying and embarrassed because when they need to explain who they are and what they do.
How big should the list be? Typically I see a range of 80 to 300 contacts is a typical range. Clearly the bigger the better.
Need help building a bigger list? Download this free exercise. It'll stretch your memory (download here). Trust me, you know way more people than you think.
If you already have a database / real estate CRM you'll want to pull a list of all the contacts and start grouping them into a smaller lists. I always have a big list of all contacts and smaller more specific lists such as: buyer leads, sellers leads, REALTORs, investors and "sphere of influence".
The "sphere of influence" list is the one I want you working on. This list includes all your past clients, friends, family and basically anyone you would invite to a client party.
Build that list and move on to the next step. Please note this is never ending. You should always be adding and growing this list.
Call 3 people a day with this script...
Start calling 3 people a day with the script below. It'll help you fill missing info, creates a real estate conversation and puts them on a automated drip!
Calling 3 a day (5 days a week) = 15 a week, 60 a month and 720 a year! *if you stay consistent.
This is the script...
Calling 3 a day (5 days a week) = 15 a week, 60 a month and 720 a year! *if you stay consistent.
This is the script...
Hey it's Danny Wood at ABC Realty hopefully I caught you at a okay time?
Awesome so you can totally relax... I'm not asking you to buy home or sell home... but it does impact your area so if you could just hear me out and play long for a second…
If you could guess how many homes do you think sold in your neighbourhood last year?.. and you could be totally wrong it was at 3, 8, 12, 20?… just take a wild guess? It's ok to be wrong.
[Repeat whatever number the say] Eight? So you would agree that's not a very overwhelming or spamy number...
because we have a system that notifies you whenever activity in your area happens. So obviously you'll see the house values and what prices are going for... BUT you'll also see home renovations your neighbours are doing AND home staging ideas to property similar to yours.
I'm already setting people up... so it's no bother for me to include you. Is it ok if I keep you in the loop so you don't miss out? Like you say... you might get eight or so a year.
OK great so it's the best email address?
I really wanna dial this in for you... so what's your mailing address including postal/zip code?
Capture missing info (email, address, birthday, etc)...
Once you have the contact info you'll want to do the following...
Calling 3 people a day will take you about a hour. It's usually 10-15 min per call... so that's 30-45 min. You'll need time after to update the database, follow and message on social media... plus the time it takes to set up as a prospect match? That's just over a hour of work each day.
That's why I suggest 3 a day. It's slow and steady. You can do this from the comfort of your home, at the park beach or in the office.
Anymore and you'll find it too challenging.
- add them to your database (with updated info)
- tag them as your "sphere of influence"
- search them on social media... follow them and send a personal voice message thanking them
- mail them a handwritten note or other marketing swag (note pads and magnets have a long shelf-life)
- set them up as a prospect match in your MLS, only instead of all activity in the city narrow it down to a small radius around them
Calling 3 people a day will take you about a hour. It's usually 10-15 min per call... so that's 30-45 min. You'll need time after to update the database, follow and message on social media... plus the time it takes to set up as a prospect match? That's just over a hour of work each day.
That's why I suggest 3 a day. It's slow and steady. You can do this from the comfort of your home, at the park beach or in the office.
Anymore and you'll find it too challenging.
Rinse and repeat...
Once you contact everyone with the script above... what's next?
It'll be a month or so since the 1st person you called. So start at the top of the list calling 3 a day.
The new challenge is what do you call and say now?
I suggest you become a professional fun haver and plan a local event and use that as a fresh reason to be calling people.
Examples of events I did:
Want more ideas and reasons to be contacting your database? Download this older plan that has more scripts & ideas.
Need help kickstarting things? Book a free coaching session so we can chat ideas. It's a good place to start.
It'll be a month or so since the 1st person you called. So start at the top of the list calling 3 a day.
The new challenge is what do you call and say now?
I suggest you become a professional fun haver and plan a local event and use that as a fresh reason to be calling people.
Examples of events I did:
- Golf lessons at the driving range
- Wine tasting
- Women self-defence class
- Goat yoga at a local farm
- Segway tour downtown
- Box seats at the local arena
- A make-N-take (we made seasonal swag like wreaths at Christmas, or other seasonal events)
- A local zoom networking for local business to do a "share and tell" (who they are and how they get clients / customers)
- Stain-glass lessons
- BASICALLY anything I wanted to try and do. It gave me a fresh reason every month to be creating social content, connecting with people and inviting them and using as a reason to touch base with past contacts.
Want more ideas and reasons to be contacting your database? Download this older plan that has more scripts & ideas.
Need help kickstarting things? Book a free coaching session so we can chat ideas. It's a good place to start.
How to use events to build your real estate business... full recording: |
Want to run events as a way to build business?
Ideas: 📚 … Book drive for local schools 👕… Clothing drive for local shelter ⛳ … Golf lessons at the driving range ☕ … Free coffee during the morning rush at your local stop 💪 … Self-defense class 🧓 … Downsizing seminar 💰 … Power of sale tour / investment tour 🏠 … Becoming a REALTOR seminar 🍿 … Movie at the park 🌺 … Garden in blooms photo contest 🎅 … Santa photos 🎃 … Pumpkin patch giveaway 👥 … Local small business meet up 🏡 … Community garage sale 🏫 … Scholarship program for local school 📸 … Sponsor photo says for local youth sport teams 🍎 … Apple / berry picking day at the farm 🐐 … Goat yoga 🎁 … Letters / gifts for senior homes 🎄 … Christmas shoe box program for woman’s shelter 👩🍳 … Cooking class 🎨 … Paint night at the park 🐣 … Easter hunt 💅 … Mother’s Day manicure party ❤️… Valentines mani / pedi party 🧀 … Local museum tour with wine and cheese 🍺 … Beer / wine tasting 🥇 … Pumpkin carving contest 👩🎓 … “A grad lives here” signs 🎭 … Comedy night 🏟️ … Block off sections of a bar for major sporting events - etc The idea is to use these events as a way to build your database, use as a reason for calling and reaching out… it also gives you content to be sharing such as a blog, newsletter, video and social media posts. Every month you can have fun and be a professional fun haver! You don’t need to be paying for everything… it’s case by case but I can explain. We’re going to be setting up a mastermind group who meets monthly to share ideas on what they are doing and we’ll discover ideas that relate towards you and the events you can run. Anyone interested in joining that mastermind and accountability? Text me at (905) 903-5442 to join. |
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