Is It Time To Expand Your Range Reach and Influence In Your Community?
by Debbie De Grote, Owner and Founder of Excelleum Coaching and Consulting
As a professional coach, I travel across North America to meet with some of the most elite agents and real estate professionals in the nation.
It’s common that they share with me that 80% + of their business comes from the people that they know, their past clients, sphere and connections in their communities. What they also tell me is that they still need more business. They are often disappointed by the lack of repeat business and referrals from their database.
The average homeowner is now staying in their home longer than ever before. Most homeowners know more than one agent. Customer loyalty in most industries has declined by 50%. Therefore you need to expand what you do in order to grow your business.
When a new coaching client hires us to help them one of the first things we do is examine their system for working their database, and there is almost always gaps, in fact, usually they are doing very little to market to these valuable people.
We encourage our clients and I encourage you, to drop a web of connection over these folks, direct mail monthly, email weekly, text quarterly, and call and visit as often as possible and appropriate. By staying top of mind, you cement the relationship and increase the likelihood that they will call you when they are ready to make their next move or have a friend or family member that needs your help.
Once you have a system to ensure your connections with your warm list, next you should be obsessed with growing the list with new quality connections. Some of the best sources of new additions to your list are the people you do business with, work out with or meet at school, church and other activities you participate in.
Often, they may not even realize that you are in the real estate business, that’s why many top agents now wear their name tag or branded career apparel every day!
People love to talk about real estate and when they see you are an agent odds are they will ask you, “How is the market?”
Because this can open the door for a new lead or opportunity it’s important to have a go-to way to spark a great conversation. Here is the script you can use:
Q: “How is the market?”
A: “Thank you for asking, actually it’s a very opportunistic market, there are great opportunities for buyers and still some very strong opportunities for sellers….I am curious is there an opportunity you are interested in?”
Of course, they may say that they are not interested in buying or selling any real estate, which then gives you an opportunity to invite them into your marketing list so you can expand your web of connections.
“You know, I have something I do for my friends, family, and great past clients, I send them valuable bulletins and updates about the market, things they need to know to stay well informed, would you like to be included in my information loop?”
It’s important to get their name, address and phone number, enter them in your CRM in the appropriate category and stay in touch.
If you focus… you should be able to add at least 2-3 quality people in a week or more and over time, it’s amazing how quickly your list can grow.
But what if you don’t know enough people, and you don’t like to cold prospect, consider then forming your own organic networking group of like-minded business professionals who have access to your ideal client.
One of the coaches that I work with on the Excelleum faculty, Alyssa, started years ago in the business, a single mom with no extra dollars to spend for marketing.
She decided to put together a group of moms who were all in the sales business and meet each Tuesday for breakfast. It was fun, they shared marketing ideas and they brought leads to each other. And because she put the group together she was the only real estate agent in the group! It worked. Within a couple of years, Alyssa was doing 100+ units without a team and continued to grow and eventually needed to build a team to assist her with all the business she created.
I hope you go out and do the same! Remember, you change lives doing what you do. Go out there and meet some new people to help!
About the Contributor
Debbie De Grote is the owner and founder of Excelleum coaching and consulting; ranked by Inc. 5,000 for last two consecutive years as one of the fastest growing companies in the nation. She is also an author, a keynote speaker and a preferred coach to many large companies and brands.
To download some of my scripts for calling your database go to:http://powerpersuasionscripts.com/