There is a simple question you can ask that has the potential to turn every person you speak with into a referral source and/or future transaction. This works great for any agent who is out there constantly talking with people to find new business.
I am going to show you exactly how to do this, but first I just want to say that if you have been following me, you may have noticed I have not posted in a while. That's because I have been completing and testing a marketing system that I'll be giving away for free to prove the kind of results I can deliver. More on that later...
Right now let's talk about the one simple question that can give you more deals and referrals.
On average an agent may need to talk to 100 people to get 5 to 10 leads. So what happens to the other 90-95 people who did not become a lead? Maybe they are left with a business card or marketing piece.
The agent doesn't have time to build those relationships because the focus needs to be on the people who can actually result in a deal right now.
That's smart, however, there's a huge opportunity that's being lost.
A Realtor named Tony Dicello did 100 transactions per year for 7 years straight. His secret was his database. By building relationships with the 1100 people in his database he was able to earn $3.5 Million in commissions, back when commissions were only averaging $5,000 per deal.
The key is to build relationships with the people in the database. The problem is time. Most agents don't have time to build personal relationships with hundreds or even thousands of people.
That's why many agents just send out postcards or newsletters which at best is seen as an informative commercial communication and at worst is seen as junk mail.
That's not what i am talking about. To be effective the communication has to feel personal. It also needs to be something you can automate, so you don't waste your time.
Here is how to do it.
When you are about to complete a conversation with someone, simply ask for their email.
The first email you send should be very personal and helpful. Say something like, "It was nice talking with you. Here is something I thought you might be able to use..."
Basically you want to establish yourself as a resource and explain how you can help them even if they are not looking to buy or sell at this time. Then continue to send them helpful emails to build goodwill. Your goal should be to get the reader to know like and trust you and to gain top of mind awareness, so that you can get their referrals and future transactions.
You can set up a sequence of emails that automatically go out to people you add into the system. This is what i did for Rachel Johnson a Realtor in Las Vegas. You can listen to her story in the video below.
At the time of posting this, I am making an insane free offer. We just completed building and testing the system we created for Rachel and we are willing to build and install a similar one for you for free. Let me know if you are interested.
Forward about 10 minutes in if you want to skip straight to the results. Recently Rachel informed me she has received more deals after this interview. All of these are a direct result of the system we gave her.
