Do You Suffer From Call Reluctance? Here's 40 Reasons to Call Your Database!
The gold in your business is in your database. The sold clients, the active clients, the family, friends, coworkers, businesses you patron and networking partners all have referrals for you. But here's the cold, hard truth. They are not thinking about you, your business or your need for referrals!
So, what to do, what to do? Call them! Text them, Email them. Video Email or Text Them, Post to their social media. But, you have to consistently get in front of them because you never know when they are going to run into a referral opportunity. Here's the thing, they may not recognize it unless you happen to be top of mind. Ever been crushed by a friend that says "No, sorry...I can't go to the game with you Saturday, we're moving...we bought a house!"
"But I hate bugging people!" Why is calling to see how they are doing, or is there anything you can be doing to help them or improve the value of your relationship with them bugging them?"
"OK Thomas, good point...but I don't know what to say when they answer?" No problem, for starters, if they have a social media account like Facebook or Pinterest, you can always log on and see what they've been up to and open with a comment on that!
See we're not calling and demanding or begging for referrals. We're contacting them to say I value our relationship, is there anything I can do for you or someone you know now or soon? It's a gentle reminder, not a sales pitch, nor a robotic script. But you do have to think about what you are going to say before you call. TIP 1: start with people you'd naturally call and work your way down to the harder calls to make, you'll be relaxed and a pro at it by call #15. TIP 2: role play the call with another agent, coach or accountability partner first to work out the flow and squash the nerves. Nerves = not prepared. Preparation sets the butterflies free from your stomach.
Tip 3: My Top 40 Reasons To Call Your Database (Add to my list in your comments)!
- Happy New Year!
- Annual Review: set up a pop-by to drop off a Market Value Report on their home.
- Happy Valentine's Day
- Follow Up on Your E-report
- Happy St. Patrick's Day
- Follow Up on your Monthly Mailer
- Happy Easter/ Spring Break: Vacation Ideas or Ask if they have plans.
- Follow your clients on Facebook and call to congratulate them or comment to them on a recent post regarding a life event.
- Happy Mother's Day
- Call about any breaking news in Real Estate
- Happy Father's Day
- Happy Fourth of July
- Call about a new tech tool or App for Real Estate.
- Call about a new listing you have in their neighborhood.
- Happy Birthday! (Theirs or a family member: spouse, child,etc.)
- Happy Anniversary (marriage)
- Happy Anniversary (Close of Escrow)
- Happy Halloween
- Happy Thanksgiving
- Happy Christmas/Hanukkah
- Share a great tip you got from your handyman or inspector.
- Set up a Pop-by
- Invite to a Client Appreciation Event
- You have extra tickets to a game, play or event.
- "Just checking in, is there anything I can be doing for you as your Realtor today?"
- Congratulations on wedding, promotion, award: watch posts & the local paper for announcements.
- Retirement Planning.
- Introduce a new service you are offering.
- Promote a new business you are strategically aligned with (networking).
- Invite them to a Podcast or seminar you are hosting.
- Open House Invite
- Ask for feedback on your services or on a referral you gave them.
- Discuss a new trend in the industry (ie. Oct 1,2015 TILA).
- Follow up on a trending news story regarding the Real estate Industry.
- If your client is an expert in their field, call them for advice on a subject they can be of help with (assuming you have a need, don't make it up).
- Mail a "clipping" of relevance to your client and follow up on it.
- Sympathy: people post loss these days, family, friends, pets, etc. Call if you deem appropriate to your relationship with them.
- Call business owners you network with about co-branding ideas.
- Call to announce a big event in your career, but remember to still make the call about them; how does this benefit them?
- Many post when they remodel; follow up to see how the project is going; offer to stop by and see it; another great time to update their Market Analysis.
- Really, you need more? Call Thomas J. Nelson 858-232-8722 if you want more...hey that's #41...call me!
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