Are you ready to become a trop producing agent? Today on the show we have Super agent Greg Mcdaniel with some valuable information on how to grow your sphere. After realizing the weakness of his database, Greg went out to to find ways to maximize its influence and shares with us some of the strategies he is using today to nurture and close past clients.
The Problem
Your network is your net worth, but if you have no idea who, or what is in your database you won’t be able to capitalize on your sphere and miss hundreds of deals a year by not staying connected.
The Solution- HomeActions.net
Through a bit of research, Greg found the Co-Founder of HomeActions, a leading provider of real estate newsletters that helps you foster relationships with your clients. Using this service, Greg was effortlessly able to:
- Scrape all the important data of his clients (name, number, e-mail addresses etc.) and build a database of 600+ people.
- Create A Conversation: By using HomeActions, Greg now has interesting and relevant content to share with his clients and foster a relationship.
- Get Results: Greg is already seeing the benefits of his newsletter payoff, which has an outstanding 17% open rate.
The Alternative
Not everyone has the money to outsource their database. Luckily, there is an easy and cheap way to outsource this by hiring a lead researcher- someone who will update and clean up your database by manually researching each of your clients on social media and other directories.
Database Mastery
Now that you have an updated database and are engaging them with content, here’s how to make the most out of each relationship:
- Have A Plan: To get the most out of your database, you need to have a follow-up plan that nurtures your relationship with the client. Greg recommends that you create interaction every time they open an e-mail but test the frequency of your newsletters. Sending too many newsletters will cause your clients and leads to become frustrated and start ignore your content.
- Expand: Don’t limit yourself to just e-mail- expand your database on social as well to cover more ground. Engage with your clients on Twitter, Facebook and LinkedIn.
- Differentiate Yourself: We all have our own unique voice and interests. Use this to differentiate yourself from other agents when communicating with your database. You can do anything from working with local businesses to discussing personal hobbies and seasonal activities with your client.
- Take It Offline: E-mailing someone starts the relationship, but taking that dialogue offline solidifies it and brings them closer into your sphere of influence. Greg recommends that you find monthly events to put on in your area, as well as quarterly events that show your appreciation for the clients from that quarter.
- Make Them Feel Special: Aside from the monthly and quarterly events, Greg also recommends a big yearly event that brings everyone together. Treat this as your flagship event and use it as a way to not only nurture old clients, but expand your farm with the new faces that visit. All of this appreciation will cause your leads to feel wanted and cared for, which will ultimately land you more praise and listings.
- Persevere: Even with all the events and follow-up, you may never hear from certain prospect. That’s okay- as long as they don’t say otherwise, continue to follow-up with them until they buy. Majority of conversions happen between the 8th-12th follow-up.
Get In Touch With Greg
E-mail him at: mcdaniel.44@gmail.com
As a Super Agents Live listener, Greg is offering a free coaching call to those interested in improving their database!
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