So My Contacts Are Loaded... Now What? Part 2

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Education & Training with Sell with Soul

As promised... here is the follow-up to my earlier blog about what to do with your contacts once you've loaded them up in your contact management system to maximize the likelihood that your sphere of influence (the people who know you) will support your real estate business. If you'd like to read the first installment where I covered Steps 1-6, here 't'is: http://activerain.com/blogsview/2454716/so-my-contacts-are-loaded-what-now-

In a nut, Steps 1-6 had you going through all the names in your database to identify any missing bits of information, then categorizing your contacts as Group One, Group Two or IDK's and then crContact Managementeating sub-groups.

By the way, if you'd rather just watch the video of the whole webinar, you can do that here: www.sellwithsoul.com/cms-contacts.

So, here are Steps 7 and 8:

Step 7: Research all the missing bits of information that you identified earlier and fill them in on each contacts' profile. Facebook is a great resource for email addresses and birthdays, BTW.

Step 8: Concurrent with Step 7, identify each person in their profile as a Group One, Group Two or IDK, as well as any sub-group they belong to.

(Depending on your contact manager, this last step can probably be done on a "mass" input basis.)

Once you've completed Steps 7 and 8, you should have a relatively complete and up-to-date database (wasn't that fun? LOL). If you stay on top of it, you'll never have to go through this entire exercise again, although I believe it's a good practice to print out your database and review it a few times a year, just for kicks.

So, now, it's time to start reconnecting with the people whose names are in that database.

Depending on your business model and future plans for your sphere of influence, you may want to send out a "reconnection letter." I won't talk about that today because it would take too long, but I have a live workshop coming up this fall on the subject.

But whether you send out a mass reconnection letter or not, there are several things you can be doing to reconnect with your sphere of influence, starting now!

Here's what I would do.

First, I would print out my Group Ones (my social network) and go through the list name by name to see who I feel like reconnecting with in the next week or two. The cool thing is that your "mood" will change week to week, so NEXT week, you can go through the list again and be drawn toward completely different people. I'd try to go out for coffee or drinks with two or three people a week until I'd had a face-to-face with all my Group Ones (or at least attempted to, thus making contact).

As I'm going through my list of Group Ones, I'd try to remember the last conversation I had with each person to remind myself where we left off in our friendship.

Then, on an ongoing basis after each social encounter, I'd immediately write down something we talked about that I can follow up with in a few days or weeks, and enter that follow-up as a task in my contact manager. For example, maybe my friend told me she was getting a new puppy over the weekend; I could call the next week to see how it's going. Or maybe a friend tells me her mother has been ill - I can follow up in a few days to see if she needs anything.

What about your Group Twos (your "everyone else" contacts who aren't in your social network)? Well, I communicate with my Group Two with postal mailings and mass emailings. I don't try to socialize with them or make personal contact unless I have a bona-fide reason to, but my Group Two was always a significant source of business for me, even without the face-to-face/voice-to-voice contact.

So, that's the show for today ;-]. Hope you enjoyed this little mini-series on What To Do Now That Your Contacts Are Loaded!

To read more about my Contact Management ramblings, just go here: www.SellwithSoul.com/contact-management.

 

 

 

 

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Warren Veach 08/19/2011 01:52 AM
Topic:
Real Estate Best Practices
Groups:
More Referrals: Strategies & Tips on Getting More Referrals
Real Estate Rookie
Selling Soulfully
New Agent's Fasttrack to SUCCESS!
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Rainer
62,181
Craig Bennett
Essential Properties, Inc. - Litchfield Park, AZ
Designated Broker, SFR, CDPE

Thanks for more good tips on the Database.. Good advice! 

Aug 18, 2011 03:10 AM #1
Rainmaker
333,694
Rita Fong
RE/MAX REAL ESTATE TODAY, Executive Broker 901-488-9590 - Marion, AR
Realtor - Marion Arkansas Homes for Sale

Jennifer, I am glad to find out the way I communicate with my groups is similar to your suggestion, the thing I need to do more is see my SOI more.  Thanks for the reminder.

Aug 18, 2011 03:33 AM #2
Rainmaker
484,557
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Rita - your comment made me think about something... so I'll share ;-] Part of the reason to make an effort to socialize with your Group One really isn't so much because they'll send you business... sure, they WILL if they have any to send, but in today's market, our SOI's simply don't have the volume of business for us that they did in stronger markets. But if your lunch dates don't result in business for you directly (and they very well may not), you're still getting out there - out from behind your desk, sharing your natural wonderfulness with the world and creating an 'I'm out there' vibe, if that makes sense. It's so easy for us to hide behind our keyboards, working on our website or blog or FB Fan Page... and forgetting that there's a whole world out there where PEOPLE are who might, just might be inspired by our physical presence to want to be a part of our world.

Craig - glad you enjoyed it!

Aug 18, 2011 03:42 AM #3
Rainer
45,470
Warren Veach
State Continuing Education (StateCE) - Plano, TX

Jennifer,

A great finish to the article! Thanks for sharing your expertise. With your permission, I have a group with which I'd like to share this information. I believe it would be very beneficial to them. Of course, I'd give you the proper credit.

Have a GREAT day!

Aug 19, 2011 01:27 AM #4
Rainmaker
484,557
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Hi Warren - I'd love to see you share it - I see you posted it on your FB page... you totally have my blessing ;-]

Aug 19, 2011 01:56 AM #5
Rainer
45,470
Warren Veach
State Continuing Education (StateCE) - Plano, TX

Thanks Jennifer, consider it done!

Aug 19, 2011 01:59 AM #6
Rainmaker
149,563
Ann Cordes
Century 21 Randall Morris and Associates, Waco - Waco, TX
Home Ownership is Not a Distant Dream

Jennifer,

 Helpful and practice tips as always.

Aug 19, 2011 06:01 AM #7
Ambassador
1,178,979
Jerry Newman
Brown Realty, 210-789-4216,www.JeremiahNewman.com - San Antonio, TX
Texas REALTOR, San Antonio Military Relocation

Hi Jennifer. Warren brought me over here today. I am glad I saw this post. You have some great information here, and I will put a plan into action to follow your suggestions. Thanks.

Aug 19, 2011 03:07 PM #8
Rainmaker
484,557
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

You're very welcome Jerry - and thanks, Warren!

Ann - ;-]

Aug 20, 2011 12:46 AM #9
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Rainmaker
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Jennifer Allan-Hagedorn

Author of Sell with Soul
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