As with any database, it needs to be current and with good data. Mining for Gold is key as these are people that already know and hopefully like you and ypically more likely to do business with you and provide referrals. Having current information and notes need to be in place if you are going to Mine for Gold effectively.
Staying top of mind is of course the given strategy, but knowing when there are significant events in their lives helps to locate key buying and selling times. Finding current data and updating your CRM is a best practices strategy in looking for business.
Staying on top of clients' children's events, including birthdays and graduations, helps to know when their housing needs might change. Other family events might include aging parents that need to move back in with their boomer children. Adding this information to my CRM helps me to be effective and looking for business at the same time.
Researching clients periodically helps me to find referrals as well and to know when to ask for them, since we talk about referrals from time to time. Researching prospects and my clients by visiting www.pipl.com to view all of their combined social media profiles and possibly other key information leads me to note key data points and store them in my CRM. (This site is now a paid site with search links for age related information and possible family members.)
Since pipl.com lists all social media and other links for that person, I get a better picture about my prospects and clients and can harvest key points to include in my CRM. Searching social media sites that are listed and connecting with them is very helpful. The first connection is with Facebook as that is the most personal information, including birthdays if I forget to ask for that information. I also learn about their families and personal interests.
Asking permission to connect on social media is a priority as you don't want to offend or make a client or prospect feel like you are stalking them. Explain your connection. I like to ask permission for them to also like my Business Page. My business page is also in my niche in business, not just listings, so it will contain helpful information on ways to save energy and consumer events and fun activities, so it's more informational with events for every age group.
Since one of the emerging markets is millenials, I've made the following changes to effectively communicate with them: mobile friendly websites for buyers; reviews on Yelp; and attending YPN events with the Green Chamber. My green niche in real estate will be key to this market as they prefer more energy efficient homes and I'm set to provide them with that information.
Connecting on Linkedin allows them to see my full resume and to know I mean BUSINESS when it comes to my business, niche, and helping others. It also gives me an opportunity to showcase my blogs as I'll post a few of them on Linkedin weekly. Several clients have liked and commented on key blogs that help them to understand what I'm about in real estate, another opportunity for a referral. Posting my blogs to group pages allows other professionals in Green Building to see my blog and also my passion in green building.
Each of these is a powerful way for me to "mine for information" about events in their lives. I can be more proactive with asking for business if I know what is going on in their lives, outside of calling them of course.
I send regular birthday cards with hand written notes in them; personal emails with articles pertaining to that client; call periodically; network at green events; and attend Green Chamber functions which helps me to see clients and prospects. At those events, it's not unlikely to have them commend me outloud about my service, a huge plus!
Keeping my name in front of others is critical and these folks are also added to my database with the same search process in motion and joining them on social media. Growing my following by being present in my niche publicly allows me to grow my sphere and brand and all of this data is in my CRM.