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Increasing Return from your Database
This time of year is an ideal time to review your database. Many refer to it as Past Client/Center of Influence list. How many people are in it? Who are they? Did you reach all of them this year by phone, by mail, and by email? If not, it's time to do that NOW before year end. Thank them for their buisness and referrals and ask about their real estate plans for 2011.  There is GOLD in those people if you'll just sift it!
Speaking of databases, some pure numbers may help you understand why you need to have one and work it hard.  Most of us have heard the average person moves every 7 years.  In some areas and times, that number has been closer to 4 years, in others the average is closer to 10 years or more.  Let's assume it's 10 for this example.
If you have 500 people in your database and they will all move, on average over 10 years, that is 50 potential sales per year from that group, right? If you have 200, that's 20 sales.  If you have 1000, that's 100 potential sales.  See how the pure numbers are compelling?
But how do ... more

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