Welcome to the Good To Know Video Series. In Episode #47, Megan Harbin shows how you can use company provided resources to create, maintain and build your contact database. She also has three ways to keep in touch with your database which is the key to getting more appointments and growing your business. Click on the video to learn more!
As a Realtor, your database is one of the most important assets in your business. Most successful agents have a database that they update on a regular basis…If you don’t, now is the time to start compiling your contacts! Tom Ferry highlighted this in our recent LIVE event where he shared 33 listing attractions. Jeff Mays will be here on October 18th and 19th for BEST YEAR EVER BUSINESS PLANNING sessions and one of the central themes will be organizing and leveraging your database.
Your phone is a great source of contact information. Your social media accounts can also be helpful. Neighborhood lists are available in our Cole Realty Resource platform available for free on the intranet. You can also look up business lists like Doctors or Lawyers. The easiest way to develop and manage your database is to enter each contact into your CRM available on the agent intranet. You can also use an Excel spreadsheet which can be easily imported into your CRM. Start now and spend at least 30 minutes a day entering your contacts. Then develop a habit to add contacts so your database is always current.
Make sure to enter fields such as their email, cell phone and address. This will help you communicate with them when you need to send an email, send a text or SlyBroadcast and mail them print materials. You can also enter birthdays and anniversaries to leverage in automated campaigns.
As we continue to highlight Tom Ferry’s Listing Attractions, we have three ways for you to be in touch with your database.
#1 – Classify or Group Contacts – We’ve already discussed the need to set-up your database, but if you already have one, now is a great time to clean it up and classify or group your contacts. For example, our intranet CRM uses a lettering system A, B, C, D, and your highest potential leads would all be classified as ‘A’ leads. Labeling your database this way will help you prioritize your prospects and better manage your activities leading to appointments and contracts. You can also “group” contacts into past clients, farming areas, investors or anything that makes sense for your business. This allows you to easily share the most relevant content to that group.
#2 – Past Clients from 2-5 Years. Prepare a CMA or Buyside BMA and put a sticky note on it. Mail this to past clients who have purchased a home within the last 2-5 years. Show them the value when they purchased their home and the value today. Follow-up with a phone call or text message. You can find scripting and details in Propel.
#3 – Ask Your Entire Database 2 Questions: “Are you planning to sell your home in 2018 or 2019?” and “Have you had any thoughts of selling at these peak prices?” The BHHS Marketing REsource is a great option because you can actually track who opened your ecard and see if any links were clicked and who clicked them. This is very valuable insight that you can’t get by just sending a regular email. You can also use SlyBroadcast to record a voice message and send directly to their voicemail.
Our challenge to you today is to pick one of these options to test in your business. We want YOU to finish strong in 2018 and get a fast start in 2019. And we know that generating more appointments is the key!
Now That’s Good to Know!