What would happen if you started ringing every single person who’s already in your database? In this Coaching Tip, I’ll show you why you don’t need another customer if you simply learn how to clean your database so that you can actually use it.
A lot of agents are afraid of the database because it’s not categorised. They don’t know who those contacts are or have all the information they should have about each entry. If you really want to get your business to move then you need to get these things cleaned up, organised and accessible.
Your database is built from buyers you’ve already met at an open for inspection, or after an inquiry from the real estate websites. With this in mind, you can just call them up like you would any other buyer. If you’re afraid you don’t know what to say, I’ve got you covered there, too.
I’m going to give you some basic dialogues that work for initiating the call, asking if the customer has bought yet or is still looking, inquiring about property management needs, offering relevant services, and finding out if they’re planning to sell.
What you’ll begin to see is that real estate dialogue is simple. Each question leads to the next, this leads naturally into that, which quickly leads to a solution you can provide. It’s a foundational formula and yet too many agents are missing millions of dollars in fees by not doing the little things that set you up for future success.
Learn how to clean your database and make those basic calls. You’ll quickly discover how simple, easy, and effective it is to just get on the phone and talk to the people who are already with you. The agent that wins is the one who knows exactly what to say to identify the problem that the customer needs you to solve. That is what great agents do.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.