2014 Relationship Management – Don’t Be a Couch Potato Salesman
We’ve beaten the issue to death, yet we still have some agents that are slow to embrace the idea that there is a windfall opportunity for sales professionals that “Take the Shots!” right now with their past clients, advocates and sphere of influence. Listed below are some ideas that could earn you tens of thousands, even hundreds of thousands of dollars in new business this year.
- Timing – With the real estate market in full recovery, everyone knows someone that will be making a move this year. People you’ve done business with already like and trust you. But, just like you, their schedules are full. And, like you, if you’re not reminding them to refer you business, it’s out of sight, out of mind. Referral business doesn’t mean you sit back and wait for your sphere of influence to send you business. Take advantage of the timing and all that pent up buyer and seller demand, to carve out time every day to talk to the people in your sphere that will help you grow your business.
- Start with a plan – Make a list of your advocates and past clients, and prioritize them in order of importance.
- Daily Prospecting – Take time every day to talk to at least a few of these people.
- Energy and enthusiasm are infectious – Let your sphere know this year promises to be one of the best ever in real estate and that the market will be strong for both buyers and sellers.
- Take the shots – In your conversations ask your contacts “Who do you know that is thinking about moving?”
- 24 Touch Campaign – Offer to keep them informed of important changes in the local real estate market that would affect their home value.
- Talking Points – Don’t assume your sphere of influence knows how to refer other people to you. They may need your guidance on the “how to’s” of referring business. Teach them by giving them talking points. For example, “Give Joe a call. He is my go to person in real estate. He always knows how to get the answers and I know he wouldn’t mind helping you out as a courtesy to me.”
- Spaced Repetition – Most people learn through spaced repetition. A touch or communication here and there is not the same as a strategy that uses spaced repetition to gently remind your sphere of influence that you are in the real estate business. When we talk about a 24-touch annual campaign, we are referring to the minimum standard of approximately once every couple of weeks to contact your sphere. The more contact you make, the better.
- Gratitude – Once someone has referred someone to you, show your appreciation before the person referred even does business with you.
- Personal Time – Nothing is more motivating that proof you’ve been successful. So, be sure to allocate personal time to count all of the extra money you’ll be making.