You’ve Got A Database, Now What?
Less than 30% of agents have a database. Yet studies consistently show that agents who have one, and actively stay in touch with their clients make twice as much as than those who don’t.
Seriously?
It might seem crazy, but it’s true. I’ve always thought that was such a fascinating statistic. After all, your database is usually filled with people who know, like and trust you. They may have done business with you before, and are therefore likely to do business with you again and / or refer you to others. You worked so hard to build those relationships, and to just walk away from the relationship let alone the money, is mind blowing to me.
Yet it happens all the time.
Here’s another statistic that might interest you, for every 100 households that know you, there are 15 potential transactions a year waiting for you. It’s like starting your year with built in business.
Let’s assume that you do have a database, the next question is usually, now what do I do with it? How do I turn this list of names, addresses, emails, etc into something that generates business?
Here are 5 key tips to do just that:
- Create a contact plan: All those names don’t mean a thing if they don’t hear from you. A multi layered plan is best. Think monthly mailers, note cards, phone calls, etc
- Keep adding to it: To grow your business you need to be constantly growing your database. Plus people drop off from time to time.
- Create multiple databases: There is your regular database, and then your is your hot / warm list. Those people who are most likely to do business sooner vs later.
- Work your warm list: Consistency, momentum, and success are all found in your warm list. Create a system to make sure clients don’t fall through the cracks.
- Know that it will never be perfect: A database is always evolving. It’s about helping you create contacts that turn into transactions. Progress, not perfection.
Taking time to work on your database can seem tedious, but it is one of the best things that you can do for your business.
There are sales in there just waiting to happen, if you would just reach out.
To your success!
Nicole
Signup to receive Nicole's blog posts via email weekly:
Other Posts
Collaboration Over Competition, This Is Your Chance To Learn From The Best
What if you could stop over thinking how to run your business? What if you knew exactly what other agents do to attract clients? This is your chance! Season 2 of Secrets of Attracting Clients starts January 27th and I’m super excited for this years line up! We have 12 amazing sessions, all with ideas…
Read More
How Lowering Your Bar Can Help You Reach Your Goals
January holds a special mix of big dreams and deep insecurity for a lot of agents. If you find yourself toggling between the two – know that you’re not alone. We usually associate big dreams with big actions. So we make long to do lists as proof of our commitment to increasing our income. Often…
Read More
Success Secret: Do Less of What You Like and More of What You Love
This post was inspired by my good friend Valerie Garcia. She shared this note in her newsletter this week: Love by Jon Acuff Want a simle goal you can accomplish in 2025? Do less of what you like and more of what you love. I like watching Netflix. I love holding a book I’ve written…
Read More
Is How You’re Working Really Working For You?
Welcome to 2025! I love New Years Day – the feeling of a fresh slate, a world of possibilities available with 365 beautiful days ahead to create magic. As we embark on a new year, set goals and make plans here’s one question that’s worthy of pondering: Is how your working really working for you?…
Read More
Do All Things With Great Love
Do All Things With Great Love As we head into next week with Christmas and Hanukkah this feels like the perfect reminder. Whether you celebrate the holidays or not, next week can be a bit much. It’s easy to get caught up in a whirlwind of what you ‘should do’ or ‘have to do’. Before…
Read More
Wondering about 2025? Relax, You Already Have Clients Ready To Go, I’ll Show You Where To Find Them
Spoiler alert, you already have clients ready to go for 2025 – but you might not realize it yet. Right about now agents start looking to the new year wondering: Where will your clients come from? Can you do this again? What new marketing plans do you need? How much will they cost? Before you…
Read More
The Real Reason We Started Experiences vs Stuff for the Holidays
We’ve been doing experiences vs stuff with the boys for years. This year we are in Palm Springs loving the sunshine. It’s a tradition we all look forward to. We’ve gone all sorts of places: Maui, Boston, New York, Costa Rica, and Ireland just to name a few. On the last night, we pick a…
Read More
Action Plan vs Business Plan
Is it just me, or does business planning overwhelm you? I’ve tried doing a traditional plan over the years. One where you: Set an income goal Figure out your average price point and income Use that to calculate the number of sales required Break it down to how many referrals to convert to appointments to…
Read More
A Common Misconception About Mindset and Energy Work…
It doesn’t mean you’re happy all the time. Pretending that ‘it’s all good’ when it’s not isn’t helpful. I’ve been doing a lot of teaching around this in my masterminds lately, and it really hit home for a lot of people this week. Emotions are meant to be felt – all of them. They are…
Read More
The #1 Question Agents Don’t Ask, But Should
If I told you one question could lead to happier clients, and more sleep for you would you add it to your conversations? I’ve coached hundreds of agents, and every time I bring up this one question it ends up in a blank stare followed by – I never thought to ask that. Ready for…
Read More