If you think your database is your dominant lead source, then you need my Coaching Tip today. I’m talking about simplifying your business, and the first step is knowing where your lead sources are and how to leverage them.
True enough, you look to your database to get information on your leads, but where did you find those leads in the first place? From over 600 estate agents across the world we found that their number one dominant lead source was open for inspections. But there’s an industry trend towards doing off market properties now, and that means we’re not meeting those future sellers and buyers in our marketplace.
Your next best lead source is your own personal network, but a lot of agents sense a “bridge of awkward” there that they don’t want to cross. I’m telling you that every one of your friends owns property. They should know you’re a real estate agent and you’re good at what you do. Why not be their friend and ring them up to let them know when there’s a great property deal? Put them in your database and keep them informed.
Also, don’t neglect your past clients. Every past buyer or seller will eventually have a bigger vision of where they want to go, or they’ll just be over where they are and be ready to make that decision to move. You should be regularly getting back to those past clients and doing annual checkups on their property. When they’re ready to find an agent make sure they think of you.
Now, we’re all focused on how amazing social media is, but I’ll bet you haven’t made sure that every person in your Snapchat, WeChat, WhatsApp, LinkedIn, Instagram and Facebook lists is also in your residential sales database. Really, success comes from simplifying your business, understanding your dominant lead sources, and sticking to the basics that will make you a great agent.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Love your style Josh