Here is my entry into the ActiveRain Top Producer contest, answering the question:
"What is your BEST tactic for determining if a member of your sphere (or a CRM contact) is getting ready to transact?"
Will I be disqualified for saying, as an agent, I never tried to determine when a contact was getting ready to transact?
There was no crystal ball. Dare I say most of my business came as a complete surprise? Yet, my sphere did contact me when they were ready to buy or sell.
The best tactic to build and maintain a successful business is to consistently keep in touch with your sphere so they remember you when it IS time. They need to be constantly reminded that you're still in business. And, they want to know you are the best local expert to help them.
There are so many ways to "touch" and stay top of mind with your sphere:
These need to be sent regularly, monthly if possible.
* Phone Calls
There's nothing wrong with just checking in to say hi and ask how things are going.
* Creating opportunities for face-to-face meet-ups (business or pleasure)
Invite them to an outing. If they are in business, support their business and they will most likely reciprocate.
* Mailing hand addressed cards for special occasions
Seasonal, birthdays, anniversary of home purchase, etc.
This is one of your most powerful tools to establish yourself as THE expert in your market
All that said, I believe it is better to work a small sphere consistently and effectively than to work a large sphere inconsistently and ineffectively.
So, how do you identify opportunities within your sphere? Constantly assure them you'll be ready when they are!
If Top Producer is looking for ways to help agents build their business, it is a matter of making it easy and efficient to keep in touch with contacts and tracking and following up with leads.
- Topic: ActiveRain Community
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