We’ve all heard the tired old saying “The three most important words in real estate are location, location, location.”  But if you truly want to make a six-figure real estate income, the words “database, database, database” are synonymous with your success.  Your database is your own personal goldmine.

The average real estate agent meets over five hundred new people per month.  Of those five hundred, they add only five of those people to their database. 

That’s right…only five!

I hope this doesn’t describe you.  If so, it’s time to get serious and grow your database. 

So where do you begin?  Whether you have one person or a thousand on your list, it isn’t the size of your database that counts it’s the quality of your database that counts.

Put only those people you’ve actually talked to or met in person on your list.  People remember other people by eye-to-eye communication, hearing them speak, or talking to them.  You might meet them at a networking event, at the dentist’s office, or even at the beach.

(The only time you want to add strangers to your database is when you’re building an on-line internet newsletter where people are “opting-in” to get your information.)

If somebody hands you their business card, they’re saying “Get to know me.”  So, get to know them!  Send a little handwritten note that says “Great talking with you today.  I’ll send you out some real estate information from time to time.”

If somebody calls to ask you a question, do not just answer their question and hang up the phone.  Create a genuine connection with them using your people skills and get their name and contact information.  Another name for your database…just like that.

And don’t worry about irritating people with your information.  Trust me, if they don’t want it, they’ll let you know. 

The keys to success in working with your database are: 

1. TRACK YOUR DATABASE.

Your database should be growing.  Every week, check your numbers.  If you’re not getting results, you’re not putting enough people into your database.  You are missing out on future potential business. 

1. CREATE A PLAN THAT YOU NEVER HAVE TO THINK ABOUT AGAIN.

Your business should have an annual marketing plan designed to service your potential clients, current clients, and future clients.  This should include AT LEAST a monthly mailer that you send out to them.

(WARNING: Don’t design a marketing plan based entirely on e-mail.  The low cost may be tempting, but people today do not want inboxes full of irrelevant e-mail.)

1. CALL TO ACTION.

Make sure within everything you send out you include what marketers refer to as a “call to action”.  This is simply asking your client to do something.  It can be as simple as “Call me if you have any questions” or “Go to my website for a free article on selling your home”.   

It may seem daunting at first, but in time your success will be a direct result of your attention to your database.  Treat it well and it will treat you well.