Contact Your Real Estate Customers in Small Bites

The best way to grow your business is old fashioned, and centered on building and maintaining trust relationships with people who you know. 1000Watt Consulting says it best: "A lead is a customer that someone else lost."

You want to know why Ferry, Buffini, Staver, and the Ninja selling systems work? They all teach you to farm your relationships and expand them. Moreover, never, ever let a customer go. They are a prospect until they die.

CRM systems have made the management of your selling time more effective. You can manage your work and work your plan to stay connected to your prospects and clients. But we recommend working in small bites:

• 10 calls a day
• 10 emails a day
• 10 door knocks a day

In a couple of hours of your day, you will reach 30 people. Even if you do not reach them, they will know you reached out. But keep it real. If you call, call with something meaningful. If you send an email, make it meaningful. If you are door knocking – have a reason and a purpose. Be prepared.

Thirty people a day equates to 150 people a week. By our analysis, top producing real estate professionals have 500 real households in their CRM. Some are insane with thousands or tens of thousands – but they cannot keep it real or sincere.

Agents who break their 'client-for-life' strategy into real and sincere relationship efforts will crush the competition. They will live off of repeat and referral business. It's not magic, just work and basic professional sales process.

Do this basic stuff first. Get exotic with the social media marketing, retargeting, and all of the other stuff after you have completed the basic tasks each day. Odds are, you will be so busy on listing appointments, showings, and closings that you will not make it to the other stuff.

Look around at top producers in your office. Sure, some are doing the whole online thing – but most are just working their book of business, and cashing commission checks regularly.

Good luck selling.