As a loan officer, I always ask Realtors what type of database management are they doing. I hear I mail out a Christmas card or a have them on an email program. Some even have their database on a monthly postcard system. (but not many)The ideal program is a postcard a month and a phone call quarterly. I call the phone call the intelligence gather opportunity. This way you can stay ahead of your people needs. You want to be finding out who has a child on the way and needs another bedroom, who has a job transfer coming up or the unfortunate divorce. With this information, you can be ahead of the game and start helping out your buyers and seller early on. This will normally prevent them from calling the neighborhood farmer or go to an open house and establish another relationship. Then you have competition that could have been eliminated. The worst feeling of major frustration is when you find a competitors sign in a friend or past client’s front yard. Many agents spend more time developing new relationships then staying top of mind with their current database. Most people feel uncomfortable to place the first phone call since so much time has passed since the closing of their home. It is better to make the call and be a little uncomfortable, so you can strengthen the relationship. In the 2015 Car survey, 85% of the buyers said they were very satisfied with their agent and would refer their agent to family and friends. Only 17% reused the same agent, the second time. Because of taking the relationship for granted and not staying in constant communication with their clients this big disparity exists. Other words most agents could improve on the job of database management and not miss out on opportunities they could have had.
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Sincerely,
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