“I can’t control when someone within my Book of Business needs my services, I can only control that when they do, they call me”.
I’ve got my database compiled, so now what?
Depending on how well the information has been maintained the likelihood is that your database needs some level ofupdating. You need accurate information. All address, email, and phone information needs to be up-to-date within your database. Often because of the chaos of our careers, we get behind and we haven’t spoken to them in a while. It’s time to pick up the phone and start calling.
Since every single one of us wants our business to be referral based, and we know the amount of referrals we receive is directly relatedto the relationships we maintain; it’s time to start making those relationships healthy again. I don’t know a better way than to pick up
the phone and dial the number. Many of you may be thinking, “Oh no, it’s been years, what do I say?” To ease the tension right out of the gate, don’t call with the intention of talking about Real Estate. Call with the intention of rejuvenating the relationship, that’s all. Be open about the fact you haven’t spoken in a while. Apologize. Focus on them first. Ask them about what’s happened since the last time you spoke, and get an update on their lives. Don’t bring up Real Estate until they ask, and don’t worry, they will. You can’t develop a long term, referral based business with distant relationships. Bring them back. Make them healthy again; all of them.
It will be a big job. Set aside time, make incremental progress. Your career will thank you for it.