60 Days to Double Your Sales Activity

The Plan

By Jim Remley

60 Days to Double Your Sales Activity

1)       Call Everyone in Your Sphere of Influence

It doesn’t matter if it’s 50 or 300 you must call everyone in your sphere of influence over the next 60 days. Why? People don’t refer friends and family to agents they don’t remember. You have to move from the background to the foreground and become “top of mind” again for everyone in your sphere. During each call you are going to ask for a referral.

Check out these sample scripts:

“Good Morning this is <Your Name> how are you? Hey I was thinking about you guys today because….<fill in a reason>. Listen I just started working with some new buyers looking for <be specific>, if you hear of anyone that might be thinking of selling soon would you let me know?

“Hey <their name> how are you? Listen I’m going to do a little client appreciation party over at <name the location> and I wanted to be sure to invite you. I’ll send you an email with the day and time as well. Also I just listed a hot new property <name the listing> if you hear of anyone looking for a good buy would you let me know?”

Print out your database, put it on your desk, time block when you will make the calls and decide how many calls a day you will make to hit the goal. No excuses you must do this.

2)       Sort, Organize, and Add

As you make the calls, you should have your contact manager open. Not using a contact manager? Start! Make notes about each person you are talking with and sort them into groups – A, B, C, and D.

·        A = Sent you a referral or multiple referrals

·        B = Listed or Sold a Home through you

·        C = Acquaintance, Friend, Family (potential seller, met at open house)

·        D = Uncomfortable calling them – remove from database – delete!

       3)       Send Thank You Cards

After every sphere call you make you will send a thank you card. The card will simply say:

“Great talking with you! Here are a couple of my cards. If you hear of anyone buying or selling please feel free to hand them out! – Thanks again”.

In addition pick at least one person a day to thank for a good deed. Send them a special thank you card recognizing their hard work, and of course add them to your database.

4)       Stop By’s

You will stop by someone in your “A” group’s home or business 2 twice a week. Over the next 8 weeks (60 days) that is 16 stop bys! Right now take out your highlighter (yellow) and using the list you printed out highlight the 16 people you are going to visit.

Need a reason to visit? One of the most effective stop by’s I have ever had was someone delivering a business book. They simply stopped into my office for a minute and said:

 “Hey Jim, I know you are real move and shaker, and I just read this incredible book and it made me think of you. I bought you a copy. I really enjoyed chapter 5 it really changed how I do business. If you get a chance take a peak and tell me what you think.”

5)       Coffee, Breakfast, Lunch, Dinner, or Drinks

Your sphere contains people that are network hubs. Network hubs are influencers that touch large groups of people and can potentially send you tons of business. Identify your network hubs (yes they may already be highlighted in yellow) and highlight them in green.

Over the next 60 days you will have a minimum of 8 meetings with 8 different network hubs.  Simply invite them to coffee, breakfast, lunch, dinner, or drinks. To make it more powerful help them build their business by introducing them to someone else in your sphere. For example check out this script:

“Hey Jim, I met someone today that I think might be a good person for you to know and I was hoping I could set up a coffee to introduce you. Do you have sometime this week for a ten minute meeting?”  

6)       Event Marketing

Pick a day near the end of your 60 day starting point; it must be either a Wednesday or Thursday. Now plan an event for your sphere that is low cost. Make it simple (no sit down dinners) wine tasting, cupcake tasting, coffee sampler…. Contact the venue, schedule the day, and begin inviting your sphere group. Don’t panic if you have 300 people in your sphere a very small group will actually end up attending just be sure to have everyone RSVP so you have a good head count. If you are still nervous only invite you’re “A” and “B” clients.

The event it will be very informal, just mingle with everyone, and at some point say something like “Hey listen, this little get together is just my way of thanking all of you that have either bought or sold a home through me, or referred new clients to me over the years. My business is really referral based and your help is invaluable. Thank you!”

7)       Email – Value Item

Over the next 60 days you will email two items of value to your database. Yes, I am aware that not all of your clients have email but the vast majority do.  For those that you don’t have an email address for now is the time to give them a call and ask for it!

The best items of value are those that give clients something with social currency. Social currency is something they will discuss with their family, friends, and co-workers. Here’s is the key with email – it must have an attention getting headline and second it must be very easy to digest – fast, fast, fast – bullet points. And always ask for referrals at the end of your email!

Schedule your email dates today!

8)       Direct Mail

Over the next 60 days you will mail two postcards to your database. Ideally both of these postcards will reflect activity in your business. Just listed cards for instance, if you have taken more than one listing put two, three, or even four listings on one card! Do the same with sold listings. Showing that you are active and vibrant in your business will reinforce to your sphere of influence that you are someone who get’s things done.

Schedule you mailing dates today!  

9)       Social Media

Don’t! Don’t think you can escape leaning about social media. Social media is a foundational building block of creating a successful sphere of influence in today’s highly connected world. Over the next 60 days you must:

·        Step one build a Facebook Profile

·        Step two add as many of your sphere members as possible

·        Step three begin posting interesting and valuable content

·       

Step four learn about Facebook Fan Pages

10)   Provide Raving Fan Service

Referrals only come from satisfied clients. Starting this week set aside three power hours. These power hours are designed to enhance your service level to your current and potential clients.

Power Hour One: Monday Mornings – Call all of your sellers. Update them on new listings, price changes, and sold properties around their listing. Update them on showings and buyer feedback. Discuss the market conditions and marketing enhancements.

Power Hour Two: Wednesday Mornings – Call all of your active buyers. Touch base with all buyers, update their search profiles, schedule showing appointments, update them on price changes on listings they have viewed previously, and tell them about hot new listings

Power Hour Three: Friday Morning – Follow up on all leads. Call all of the people you have met with in the last thirty days about buying or selling. Attempt to develop them into a committed client.

Now go do it!