There is a much better and cheaper way to get business! Sure, the Super Bowl is seen around the world but you are not going to be selling any property in Russia anyway. And since ½ the ads you cannot even remember the next day, I just don’t think it is a smart investment. Far better is that mainstay of all sales-your sphere of influence (SOI).
Now most people never tap the richness that is found in their database. For example, do you know the kind of house your children’s pediatrician lives in? What neighborhood? How he/she likes it? Are they looking to move? Do they KNOW anyone looking to move-maybe one of their other patients? That Doctor could be 3-5 deals a year. How about your accountant-do they know anyone in their entire client database who might need a home? When is the last time you asked? You see, we think we market to our SOI when we send a birthday card to our past clients but that is scratching the surface. The deep database you have already is incredible-you just need to tap it right.
Here is how to do it:
Call everyone you know and just touch base, say HI and get their e-mail address to keep them up to date on trends in the market. Let them know you will be doing a newsletter or info piece to them. They will gladly give it. But don’t stop there, dig deep in your database for the hidden jewels that you likely have never thought about keeping consistent touch with. Doctors, dentists, pediatricians, mechanics, friends, your kid’s soccer team’s parents, your neighbors, your church friends, your husband’s bowling buddies, dig deep-you will be stunned! Then get them all in a database. Then put something out every month to them. Keep yourself in front of them with timely tips on the market. It is easy. If you really want to amp up your volume, alternate with an e-mail or mail-out one month and a phone call the next. Alternating like that triples the pull.
It has been proven that if you market in this way, with a value added tip one month and a phone call the next, CONSISTENTLY for one year you can count on 5 closings a month for every 200 people in your database REGARDLESS OF THE MARKET! 5 closings for every 200 people. Once you get this going, your only concern is adding more names. Your strategy for growing your business changes from hoping the market turns or hoping someone remembers you to adding names and writing up contracts.