“I’ll Stay In Touch”…Can Kill Opportunity, if you don’t actually do it!
You need a system, you need a dedicated time, and you have to have a plan!
I lost 2 Listings in 2014, because I didn't stay in touch enough. I got busy and fell out of my
Power Hours routine, it cost me big ($27,000 in commissions) . Don't let this happen to you!
System: Where do you store all your contacts? These days if you are not taking advantage of technology to not only gather & centralize your database, but to sort & qualify who’s in there, you’re already killing repeat & referral opportunities. I use Brian Buffini’s Referral Maker CRM. It allows me to track all contact info, contact history, property & personal notes on each client, rank them A+, A, B, C, D or Remove them and I can even see what they are up to on Face Book through the CRM interface with FB.
Dedicated Time: You have to pre-schedule your weeks with your Power Hour. That time you set aside to call through your database. This is sold clients and networking partners; CEO time. Not COO time where you prospect leads nor call active or pending clients, (higher maintenance calls). So pick the window of your day you can shut down & out all time bandits & distractions and honor this time.
Dedicated Time-Tip: Your Power Hour is first! No calls to active clients, no prospecting, no e-mails, no texts, no incoming calls until you’re done with your Power Hour(s). “Oh I know it’s tough, but the only way to guarantee the Power Hour(s) get done. It’s so easy to go sideways with one incoming call. I post a DO NOT DISTURB: POWER HOUR sign on my office door and go for it. I tell my assistant if he catches me doing anything but my Power Hours calls, I owe him lunch that day. (Yes, in the beginning he ate like a king, it took me a while too).
The Plan! (Your Power Hours). Are you scheduling daily time to call through your database? I divide how many I have by 240 days. (Why 240?) Because there are 52 weeks per year, I take 4 weeks vacation per year = 48 X 5 days = 240 days to call through my entire database. Now I can do this in by blocking 2 hours per day (9-11 a.m.) to call my sold clients & current networking partners. I make 20 calls in those 2 hours, which means I keep my conversations under 6 minutes each. I usually get some machines, so I end up with buffer. I’m just checking in to genuinely say hi, first ask if there are any needs I can help with, remind them I’m never too busy for their referrals and I’m on to the next one.
If you would like a free, no obligation 30 day trial of Referral Maker CRM, the one I use, just e-mail me your request and I’ll send you the link. Buffini doesn’t hammer you, they work by referral too, so no sales assault will follow. TJNRealtor@gmail.com
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