Instead of spending time and energy chasing new business, why don’t you pay some attention to the existing opportunity on the inside of your business? That’s the focus of my Coaching Tip today because if you’re not doing this you’re missing your best opportunities.
If you’re not a completely new agent you really don’t have to do any cold-calling at all because you’ve already met hundreds of people. Think about where they each might be in their lives right now. Then think how you could leverage those relationships as their trusted advisor and friend in the business.
First, make a list of the first 15 people you know from memory who are most likely to sell property in the near future. Now, call up those people and book appointments with as many of them as possible just to see if they might be coming to market soon, and to maintain them as key referrers.
Next, think back over your career and list your all-time top 20 clients. Take those people to dinner every few months and maintain those valuable relationships. These people are also key referrers as well as potential repeat clients. And don’t ignore the rest of your past clients, either. Call them on the anniversary of their transaction. Meet with them, evaluate their current property value, and make sure they remember you when they need an agent again.
Your past market appraisals are also prospective clients, so give them a call, ask them how things have progressed and offer your help. Yesterday’s buyers are tomorrow’s sellers, so follow up with your past buyers and find out if you can help them sell that property now.
Get intentional about your business and remember, your best chase list is derived from the opportunity on the inside of your business already.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.