You have a database that you use but deep down you know that it could be utilized to provide you with more referrals and long-term relationships. Use these tips to jump start your efforts.
1) Make a commitment to call between two and five past clients / prospects per day to reconnect on a personal level and update their contact information. If you don’t already have it, get the day / month of the birthday and enter it in your database. Use Facebook to get an idea what they been up to before you call. Do this until you have made it through your entire database.
2) Rank all of your clients, for example A, B & C or Top 100 etc.…
3) If you do not do any marketing to them, start by doing a simple newsletter by email monthly. Many of the CRM’s offer this as part of their package or you can outsource it.
4) Implement the Reconnect Strategy and send the first letter – ask us for a copy.
5) Start a monthly direct mail campaign to at least your A list or Top 100. Utilize the Letter from the Heart and Evidence of Success Postcard Strategies – Ask us for a copy.
6) Set up your first Workflow Campaign. Keep this one simple, and annual call on their home purchase anniversary and a call the day before their birthday (works great…. wanted to be the first one to wish you…).
7) Next, set up a Workflow for new prospects. This would be a combination of email, text and follow-up phone calls that would be automated. Ask us, we can help you with content.
8) Begin to use your database as your daily To Do List. Within a short time, you will realize that this is the only way to make sure that nothing falls through the cracks. Never complete a task without scheduling a subsequent follow-up task.
9) Make sure every single person you meet, or any new prospect gets immediately added to your database with a follow-up task. Add them to your monthly email newsletter marketing list. Even if you can’t help them today they are a potential referral source and at some point in the future you will be able to help them.
10) Make sure to make a detailed account of each interaction with your client in their contact record.
11) Give some thought to your “Perfect Process”. When you start working with a client that is actively looking for a home or listed their existing home, what would this perfect process look like from a communication standpoint? The CRM can be utilized to create a workflow to systematize this communication, whether it be email, text or even video. At what point would you want to trigger each communication piece?
If you need further direction or assistance, please don’t hesitate to reach out to us!
Happy Database Management!