Leverage All You’ve Got – People You Know

Click here to watch in YouTube.

You probably know a lot of people in your life, but how many of those people are in your agency database? All of them should be. In fact, everyone you meet in your business or personal life should be added into your database because every one of them is a potential referral for you. Every relationship can be leveraged forward.

Think of all the people you know on social media sites like Facebook. Each of those people has an email address that you can add to your email database to receive your targeted messages. Now, you may say it feels awkward to market to people you know as friends and family, and you are afraid of how they may react to you approaching them that way. But these are some of the best people to work with because they already know other people in your marketplace, and they are already backing and supporting you personally.

Think of it this way: You can spend most of your time working with people you already know and have a good relationship with, or you can spend most of your time working cold. It is your key referrers who have sent you most of your business, and those are people you have established relationships with.

A lot of agents feel there is a difference between their personal life and business life, but the reality of your business is that you need to leverage that crossover in order to build even more new relationships and be more visible and active in your community. Be part of local events whilst delivering information about new listings, and be available to offer your knowledge and advice to those people. Rather than seeing you as a salesman they will come to trust you as an advisor as well as an active community member. Then those people who might otherwise do a Google search for possibly inaccurate information will be more likely to come to you for information they can believe in.

You know by now that to have a great business you must have a great database. And to have a great database you need to always be adding in the people you meet and the people you know. Then, you maintain that list of great people by providing them with exceptional, current and relevant customer service.

You also need to maintain quality information on the people in your database, which means getting good information at the start. You may meet hundreds of new people during a weekend of open for inspections, but if you rush through your callbacks the next week you will fail to qualify whether those people live locally, are potential buyers or sellers, are property managers, or may have specific questions. Your challenge is not to rush, but to ask better questions in order to keep the calls short and productive. Any call that runs over two and a half minutes is too long, but if you conduct the call properly you can find out your client’s current situation, agree on what their next steps should be, and schedule a face to face appointment.

Asking the right questions helps you utilise your time well. Your best question for yourself today is whether you are leveraging all your relationships to build your best database and stay current and relevant to your marketplace.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.