Developing a Strategy and Implementing it!
A quick analysis of your business...are you "flying by the seat of your pants (reactive) or are you "in control" (proactive). Let's find out. Below are 7 questions you should be able to answer, if you answer just one of these with a "huh" or "I don't know" - you may be reacting to the business market instead of being proactive and making the market work for you.
- Business mix is - How is your business generated (referrals, marketing, signs, ads) - what's working for you?
- Monthly average sales by dollar volume?
- Average commission per deal?
- How are you spending your time each day?
- What is your objective when you "drop by", do a mailing or send an email out?
- What is your objective when you advertise?
- Who you are targeting?
All of these questions are significant. If you were sure what the answer was for any of the questions above...now is the time to figure it out.
Don't be stuck doing business "by the seat of your pants"!
Create an Intentional Marketing Plan and develop an implementation strategy and accountability program that will work to increase your business.
Let's get started right now...
- How many deals do you "need" to do in the next 6 months?
- How many people know you?
- Do you have them in a database?
Targeting your sphere of influence...
I've outlined a "5 Contact" approach to nurture trust and referrals. Don't put this off...if you are reading this you probably need to get a deal done as soon as possible right? Well then, there's no better time then the present to get started.
Question...
Have you done a deal lately? Have you sat an open house for someone? Have you taken a class recently? You need to let your sphere know what you are doing that will help you be more successful. Are you working towards a particular designation? What will it take to get it? Your sphere needs to have confidence in your abilities before they will refer someone to you.
A Five Contact Plan
First of all, did you know that you can increase your leads (and referrals) by using different contact methods? Yep! The DMA (Direct Marketing Association) has done research and found that using different methods of communication will yield quicker results. So if you use just direct mail...eventually it will work, but if you do a direct mail piece and follow it up with a phone call and/or a drop by...you will reap the benefits sooner rather than later.
1. Write (type) a short note letting your sphere know what you've been up to (as I described above) and ask them if they have heard of anyone at work who is thinking about buying a home. It is important here that you mention work and only buying a home. (You can read a previous post I did about asking for referrals and why this is soooo critical.)
2. Within 3 to 5 days after they have received the mailing...call those that you have a phone number for. Be brave...you can do it!
Simply ask them "did you receive my note in the mail a few days ago?" Yes. "Great, I'm working hard and wanted to see if you could help me out...You probably know quite a few people at work, don't you? It seems EVERYONE is talking about Real Estate these days...especially with all the news we've been having, crazy huh? We also know there are always people looking to buy a home...and there are some great deals out there...it is definitely a buyers market (pause until they agree). Who at your work has mentioned that they would like to buy a home? Anyone interested in foreclosures?"
3. Within 7 days after making your calls send another direct mail piece...here is one idea:
Send an invitation - with 5 "personal invites" promoting an
"It's a Buyers Market...Learn How to Get A Great Deal on a Home!"
It's all done online, live, they can attend while at home and it's free! Something like that. I can help you set this up if this is of interest to you.
4. Drop by and see your sphere. Find out how things are going...have they received your mailings and your message (if you left one), etc. Of course don't forget to ask them for a referral (always stick with either asking for buyers or sellers - not both).
5. Mail a note. "It was sure good to see you..."
I hope you found this post useful. As always, if you have any questions or would like some help...feel free to contact me through ActiveRain or by my cell 206.850.9996
Happy Sales,
Jeff - Coaching from Maui
www.ImpactYourSalesNow.com/coaching.html
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