Being a Realtor means constantly prospecting and looking for new business or new clients.
How do you prospect for business?
- Do you door knock?
- Do you cold call?
- Do you send out newsletters to an area you farm and wait for your phone to ring?
There is one area, right under your nose, that is a goldmine for referrals and for new business, and perhaps repeat business... YOUR DATA BASE!!
How many times per year do you contact your existing client base? There are many time during the year that you have opporutnities to contact your clients.
Do you know they are a great resource for new business in terms of referrals? Did you know that statistics show that typically, people move every seven years?
When is the last etime you sent a personal note to someone in your database? Why send a personal note? Because they READ THEM!
When is the best time to ask for referrals? ANYTIME! and in particular when you are working with existing clients, you ask them for referrals to anyone they know who may be thinking of moving. Each time you contact them to touch base, you ask for referrals.. each time you send them a handwritten note, you ask for referrals..
Did you know that more than 70% of you new business will likely come from your database?
It's all there.. right in your database... Buy some small note cards and write 10 per day for the next week...and follow up with a phone call, or drop by with a small item... i.e. a bottle of windshield washer fluid, or a snow scraper. If you clients have a dog, bring a small bag of dog biscuits for their pet... they will love you for it. Bring a gift card to their favouite coffee shop....
Your database is your best source of new business.... don't let it sit and stagnate.. keep in touch with your clients... or you will lose them to another agent.
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