Here we are already into the 2nd month of 2011 and the spring market is right upon us. As a Realtor or Loan Originator, what activities are you doing to gear up and generate a viable lead for the spring market?
Here could be the answer!
The fastest way to generate a lead now is through your list of relationships, or what most of us know in the business as a database. Through my years of sales training, consulting, and loan origination, the most under utilized tool a sales professional has is their current list of relationships (Database). In the real estate business we can get caught up in searching for where the next deal is coming from. We start looking at purchasing leads, hitting up real estate agents, loan officers, or looking for the next magical system that will take us to the next level in our career. Don’t get me wrong, these are viable activities and necessary to conduct business, but there is also nothing like working by referral!
Tips on calling your list of relationships!
- Make sure you have a viable database management system. (if you don’t, ask me how)
- Call through each person on your database and gauge their willingness to refer you? Qualify them.
- Just engage in conversation. Be natural! Begin calling clients you have already done business with in the past. They will welcome your call and it will be great to reconnect. It’s also a confidence booster.
- Remember, your database is not about quantity, but about quality. Make your clients work for you!
These are a few tips to get you started! Good luck, stay consistent, and have a positive market mindset.
Hi Mike,
ReplyDeleteNice to see you today. Good stuff in your blog post. We are going to pursue the reverse idea. We'll be in touch.
Thanks John for your time as well. Let me know if you need anything. I am glad that you enjoyed the blog as well.
ReplyDelete