Subscribe and receive email notifications of new blog posts.
RSS Feed
- 2026 | 15 Posts
- 2025 | 49 Posts
- 2024 | 50 Posts
- 2023 | 36 Posts
- 2022 | 53 Posts
- 2021 | 63 Posts
- 2020 | 77 Posts
- 2019 | 1 Posts
- 2018 | 2 Posts
- 2016 | 3 Posts
- 2015 | 8 Posts
- 2014 | 1 Posts
- 2012 | 1 Posts
- 2011 | 2 Posts
23
Looking for more business? Don't automate your client interactions.
You can have the best automated systems out there to stay in touch with your clients. Your clients can get an email from you every week and something in the mail from you every month. They can have your magnet on their fridge and your calendar on their desk at work.
And all of that is fantastic marketing. But do you know the best way to make yourself their trusted real estate advisor? Phone calls and in-person conversations (within social distancing guidelines) are the way to have a steady, sustainable income in real estate. They're vital components to creating and maintaining relationships, and to be authentic, they can't be automated.
Reluctance to make these calls is the downfall of many REALTORS®, who worry the client will feel they're being sold to rather than just chatting. No one likes being "sold," so the key is simple: don't try to sell them. To do that, you're going to need to do three things:
Genuinely care. If you don't genuinely care about your clients and their families, then don't call and act like you do. You may also want to consider that real estate isn't for you.
Have a positive mindset. Block time first thing every morning to make sure you are in a positive mindset. Try gratitudes, exercise or positive readings. Need a source for something positive to read every day? Try the 68 Venture's Daily Alignment. If you can't shake the negativity that day, don't make any calls. People don't want to hear pessimism. They won't answer the next time you call if that's what you bring to the call. Negativity repels people, but positivity attract them. If something pulls you toward negativity during the day, refocus on gratitudes. It'll be a constant work in progress, but it will benefit you and your business.
Block time for calls. The Ninja Selling System estimates you should receive $1,000 of business per year per person in your sphere of influence (SOI). So if you have 50 people in our sphere (or database) who you stay in contact with, you'll need to make 600 calls that year to make $50,000 a year (50 clients X 12 months = 600 calls). If you work 5 days each week for 50 weeks each year, you have 250 days in which to make these calls, and you'll need to make 2.4 calls per day at an estimated $83 per call ($50,000 per year/600 calls = $83). Adjust the numbers based on your income goals, but it all boils down to taking the time to stay in touch with people. To do that, you're going to need to block time in your schedule by making calendar appointments for your client calls each day -- and then stick to that schedule. Try to have your client do about 70 percent of the talking. Lean in, work hard to really listen and resist the urge to interject too often.
Calls and in-person meetings must be a daily work habit in order to achieve long term success. Let it be just one of the ways you exceed expectations in your real estate business.
