Working your Pipeline

Mastering your pipeline will make a massive difference in your business growth. My Coaching Tip today is all about building and working a pipeline, and how your resulting campaigns will make you a better agent.

Agents who are actually successful always know a good number of qualified clients who are coming to the market. They’re building a good quality pipeline by knowing and working their best lead sources like open for inspections, past market appraisals, past clients, and landlords.

First, identify which of your leads will be selling and when. The best way to do this is to maintain a fit, functional database with searchable categories. If you prefer a manual system you could make a wall calendar with movable sticky notes. However, you do it the point is to have the best system possible so you’ll know your potential sellers, know where they are in relation to the market, and be ready to bring them into the market when they’re ready.

You’ll work your pipeline through marketing campaigns. To be truly successful you need to run more than one campaign at a time. For example, every time you list a property search your database for all the people who own a similar property. Call those people, invite them to the open home, send them a just listed letter and a brochure, and schedule an SMS reminder for them. Then follow up and show them how the sale result affects the value of their home. The goal is to book an appointment with them, but either way, you’ll send them a summary letter.

Most agents fail to follow through. They don’t remember who their clients or leads are, they don’t make the phone calls, and they don’t have just listed and just sold campaigns running concurrently. These are the crucial steps to building and working your pipeline to really put yourself ahead.

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