Even the best agents struggle with the best way to communicate with their past clients, friends, relatives, advocates and sphere of influence. This is understandable. The more successful you are, the more people demand your time. Use the following approach to maximize your efficiency:
- Categorize everyone you know based on the impact they will have on your success in business.
- “A” Group – These people have the greatest impact on your business. They include “Hot” Buyers, “Hot Seller Prospects”, Existing Listings, and your top advocates.
- “B” Group – Spending time and energy with them may or may not end up being profitable. It also includes great prospects for business later on.
- “C” Group -They could end up being good clients, but there is no way to tell for sure. They also include people that may contract in the future.
- “D” Group -This is the group that is least likely to do business with you. Taking the shots with them by using a default program takes minimal time and still makes sense.
- Now, Identify the forms of communication, or types of touches you can have:
- Face-to-Face – Reserved for only the best “A” and “B” clients. A social or business gathering where you have exposure to many people also counts.
- Phone – Highly efficient and takes much less time than face-to-face meetings. Use with “A” and “B” clients above.
- Direct Mail – This touch should be used with all groups whenever the budget allows.
- E-Mail – This is the default, “take the shots” program. It is the least effective because we all receive so many e-mails.
- Social Media – This is an add-on public program that is very effective where you are being exposed to potentially hundreds of people.
- Finally, match the group with the type of contact.
- “A” Group – All forms of communication, with as much Face-To-Face and Phone communication as possible.
- “B” Group – Limited Face-To-Face and Phone contact. Include them in Direct Mail, E-mail and Social Media.
- “C” Group – Face-To-Face or Phone, only to determine their value. Direct Mail, E-Mails and Social Media are all fine.
- “D” Group – Direct Mail, E-Mail and Social Media are the norm, unless group interaction is possible.
Prioritizing your groups and forms of communication is the key to maximizing your potential and realizing the greatest income!