Your database is like an ATM machine. You can decide to take out as much money as you need just by focusing on your business, and beefing up sales when you need extra cash for a vacation, or to pay for your child's college, or fix your broken down car.
How big is your database? Has every contact record in your database heard from you in the past few weeks? In the past few months?
...or has it been years since many (if not just about all of them) have heard from you.
Do you feel like you could always work your database better? YOU ARE NOT ALONE....no matter how long you have been in business.
I have been helping thousands of agents get their database cleaned up and put an automated plan in place to reconnect with everyone you have met and put in your database.
One of my coaching clients is working through this process. She is COMMITTED to get this database under control and, more importantly, CASH IN on the easiest money all of us have ... our current contacts and relationships.
Here is the issue she expressed while working through her reconnect plan:
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So I am struggling….I’m having trouble making 2 reconnect calls and I need your help next time we speak on our coaching call....
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What typically happens is that all of our past contacts have forgotten who we are. 98% of them probably haven't thought of you in YEARS. We know a lot of our business seems to come from referrals... and it does. The reality is it did not come from an "on purpose" follow up process AND there is six to eight times MORE business we are missing!!!
Have you ever, in your career saw a sign in a yard, it wasn't yours, and they are a neighbor you know or someone from school, or your kids parents, OR YOUR FAMILY MEMBER????? WHAT? if you haven't ever experience anything like this, you probably have not been in real estate very long...or you just aren't paying attention. It is happening to Realtors across the globe every day. In fact, less than 5% of all relocations across the US have a referral fee being paid to another Realtor.
One is for a prominent real estate attorney here in (her market). He purchased one of my listings as an investment a few years ago and he is in TP. So, he’s an orphaned buyer but I can’t figure out what to say if I call him where I don’t feel so uncomfortable. He knows so many local realtors, and he is an attorney, so I have this idea that he will never need my help, what’s the use etc.
The second one is a contact I’ve never met but I have all their contact info from an event that my husband hosted years ago. He asked me to raffle off a tv so he’d have a prize for this event and I captured contact info for the raffle entries. They’re in my TP but again I feel very uncomfortable calling them. I’m nervous that they probably already know another realtor or think I’m an idiot for calling these many years later, thus making me look like a fool, or I’ll feel like a fool waiting this long to call.
Can you help me?
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------ These are typical feelings all Realtors have as they go through the Reconnect process. Before you read my response, open up whatever database or list of people you have. Start and the "A's" and click through or read through your list. Go through 25-50 records and ask yourself on each and every contact record, "would you feel comfortable calling them right now?" and can you answer "Absolutely YES" on EVERY contact record? Chances are you might feel comfortable calling 5-10 only you would also be missing vital information to contact them on half of those you would call.
For the others, here is a response that should make you feel comfortable contact just about all the rest:
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Totally normal.
The reason why you feel that way is 1) you haven't talked to them probably SINCE you sold them a house, and 2) if you called them about real estate, you feel THEY would think... "oh great.. haven't heard from you in forever, and I am not buying or selling right now so don't try to sell me something"
is that right? If not.... let me know. I want to know what you are thinking.
So... the plan #1 - send the letter... that letter is very generic and would work for BOTH of them .... it is the "soften up before the call" letter. PLUS... with the "ps" they will honestly be glad to hear from you.
#2 - You are NOT selling anything... you are just connecting, that means you won't even do any of the talking. Just write on a piece of paper.. F O R D... Family, Occupation, Recreation, and Dreams... goals... what are they working towards?
Call script: "Hey ___ it's (YOUR NAME), did you get my letter? Great...I was thinking about you the other day, and thought I should pick up the phone and call to see how things are going. .... How is the house? any surprises? ...then roll into family -
How is the family doing?
-then roll into, "how is business going? .... is your ____doing well? anything I can do to help it be better?"
-then roll into " have you been doing anything fun this summer?"....
That is it... NO SELLING... you are NOT allowed to talk about real estate, unless they say "you know, it is really weird that you called ... because we have been thinking about selling". THAT is the ONLY time you talk about real estate.
That is it... once you send the letter, call 3-4 days later, and just talk to them about them... then #3) send them a handwritten note, and don't use I, Me or My in the note...just say how great it was to chat with them and catch up again.
THEN... we can start them on RE-BRANDING Plan
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What typically happens is that all of our past contacts have forgotten who we are. 98% of them probably haven't thought of you in YEARS. We know a lot of our business seems to come from referrals... and it does. The reality is it did not come from an "on purpose" follow up process AND there is six to eight times MORE business we are missing!!!
Have you ever, in your career saw a sign in a yard, it wasn't yours, and they are a neighbor you know or someone from school, or your kids parents, OR YOUR FAMILY MEMBER????? WHAT? if you haven't ever experience anything like this, you probably have not been in real estate very long...or you just aren't paying attention. It is happening to Realtors across the globe every day. In fact, less than 5% of all relocations across the US have a referral fee being paid to another Realtor.
