With hundreds of companies, web sites, social media platforms, direct mail and other lead generation systems we are bombarded with so many ways to purchase leads. All with the goal of just selling one more house to pay for the lead source.

As a coaching company that works with many top performing teams we have learned that if we track everything from first contact to the end of the transaction, we can determine what works and what is hype. We track everything; including lead sources, conversion rates average cost per lead and more. As a result of this incredible data, things have become crystal clear.

The very best leads with the lowest cost as well as the highest conversion rates comes right out of your palm. What I mean by that is that your database kept on your cell phone or in your CRM is by far the most valuable lead source we have.   

Thousands of agents, team leaders and brokers focus so much time, effort and money to co-generate leads just so they can have the opportunity to work with strangers. They don’t realize the entire time that the power in their palm will generate more income, and allow them to serve the people they care about the most.  

So how do we really tap into the power in our palm? Here are several sure fire strategies that just flat out dominate!

  1. You must have a real estate specific CRM and keep current.
  2. Keep track of client type. Buyer, seller, friend, Church group, Investor, attorney etc.
    • This gives you the ability to search by contact type and give more referrals to people in your database. If you want more referrals give more referrals. Take copious notes on every conversation, call or appointment this allows you to remember past conversations, and recall important details. If it’s important to them, it should be important to you.
  3. Every time you have a touch with a client, schedule the next touch.
    • This is a critical step that keeps people from falling through the cracks.
  4. Record important dates including, anniversaries, birthdays, anniversary of home closing etc.   
    • Send congratulations, Happy Birthday cards etc. It really works.
  5. Build for events.
    • Events like thanksgiving pie day, 4th of July flags, Neighborhood breakfasts and client appreciation movie nights are just a few great ideas. Each event allows non “sales” touches with your database as you invite, remind, and thank them for participating. These events done right almost always result in new business referrals.
    • Call through your database 4-6 times a year.  
  6. Pick up the phone and just check in. Let them know you care and make sure they know you can and will take great care of their real estate needs. Reward and reinforce positive behavior. 
    • Immediately send a thank you card or gift for every referral you receive whether or not that person buys or sells with you. The act of giving the referral whether or not it works out should always be appreciated.

I hear often times people don’t like to call their friends because they don’t want to sound needy. My response is simple; who will take better care of your friends than you? If you believe it’s you, then you owe it to them to let them know. It’s time to stop working with strangers and turn on the real power in your palm.

By Verl Workman

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Bio: Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Contact him at [email protected].

Special Thanks:  http://remag.rismedia.com/i/958872-apr-2018/82?

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