What works for me.

Every day some person calls me on a sure fire way for me to increase my business.   It almost always has me spending about $100 per month.  Once in a while it has me spending more money.  They are either selling me leads or zipcode imprints.  Once in a while I bite.  I have a small account on Trulia, Zillow and market leader.  I know that leads often don't work.   I know I need to spend money to make money.  But at this time of year I like to evaluate what has worked! 

So the question is where do I get my clients?   If I originally got a client off Trulia or Zillow and I get a referral does that count as a Trulia or Zillow lead?  Perhaps yes....

These days at least half my leads come from referrals.   Some of them are from people I found through Zillow and Trulia.   This year I had one sale off Trulia and 2 leads from a referral from the original sale which lead to 3 sales.   People know I am hardworking so I got 2 leads from word of mouth.  Just by doing my thing in politics and Synagogue.   Just trying to make the  world a better place.  I have fired one good client for driving me crazy and making offers and withdrawing them.   That was sad because they were friends.    I got some leads off Facebook.  Some friends have used me.   So What works.....  

I am to the point that what really works is making sure that you keep a good attitude.  Contact your circle.  Be helpful when people call.   Have them realize that you will be there long after the sale with advice.  Sometimes they answer questions.   If you get an internet lead (or any other) remember to work it.  Listen  to what the client needs or thinks they need.  Don't always advise selling a home or changing homes.  If it is the clients best interest to stay do not encourage them to move.  ALWAYS BE HONEST.  Okay almost honest.  If I am going to a lunch date I will sometimes say that I have an appointment.   Well I actually did have an appointment.  Try to deal with people quickly.  Do not put off making those contacts.  Don't push so hard that you drive away the client.  

Every so often I think I am the point of breaking out and being very successful.  They are all correct.  You have to keep your pipeline full.  I am pretty sure I will have 3 buyers and 3 sellers in the spring.  Others will come.  They know that I will be here next year and the year after.  I never act annoyed if someone isn't ready.    I just try to keep in contact.   I guess I need to put everything into a spreadsheet and analyze it. 

I need to call FSBO's.   They are harder but you know they want to sell.   The best are referrals because you have a great recommendation.   So my goal is to figure out what works and concentrate.