The concepts of selling real estate, in any market, are simple to understand and are proven over time to work. Technology has allowed us to execute these concepts quicker, cheaper and easier than ever. It still takes discipline in your business and consistency to truly see the long-term benefits, and that is HARD!
Here is a concept that will generate a tremendous amount of business for you:
Step 1 – Identify and Schedule (Time – approx. 2 hours):
Go through your database and identify the Top 50 people you believe would give you a referral (buyer or seller) in the next 12 months. Get out your calendar and schedule a personal “touch” to each of these people on your list once a month for the next 12 months.
Step 2 – Call and Log to Top Producer (Time – approx. 4 ½ hours):
Capture the details of your call in Top Producer making sure to schedule the next months call right after you hang up. The content of the call doesn’t always have to be “salesy”, but a way to stay in touch with our people.
Step 3 – From Your Friends (Time – 15 mins, cost $45 per month):
Utilize our exclusive From Your Friends mailing program to mail a monthly “offering” to all of your Top 50, every month. This is providing value to them that is memorable.
Step 4 – Ask for the Business:
After you’ve had several touches with the contact, ask if you can “count on them for at least one referral this year”. Get them engaged in your business. Let them know that you will give the very best real estate experience to anyone the send to you.
Step 5 – Verify and Adjust:
Keep track of who send you referrals. If someone in your Top 50 doesn’t, replace them with someone else. Still stay in touch with them, just adjust to focus on those that end you the business.
The ideas for this post came from an article I read in RISMedia’s Real Estate magazine and was written by Terri Murphy. Here is a link to the article.