15 Aug Get Your Real Estate Contacts In Order
When dealing with as many people as a real estate agent does throughout the normal, daily routine, keeping track of names, faces, numbers and affiliations can be a challenge. A good real estate agent works with many personalities throughout the day, and in order to keep the business thriving, it is important to organize and stay in contact with these people even when not directly interacting with them.
What many agents don’t realize is that while garnering new business takes up a big part of the work you might do day to day, a lot of that work can already be done for you by organizing the contacts you already know and optimizing your relationship with them by touching base via email. Whether you keep track of your contacts through a CRM, on your phone or on your computer, organizing these contacts into predetermined lists can greatly streamline your process of reaching out and connecting.
Your current contacts represent your most valuable asset in gaining new business. Don’t let this resource fall by the wayside. Once you’ve set order to your contacts, devise a marketing plan for each group. You don’t have to touch base with each group daily, weekly or even monthly, but sending out little touches here and there can work greatly in your favor. Perhaps a quarterly newsletter or even simple Happy Birthday or Anniversary messages will help to remind customers and contacts that you are an agent that pays attention to detail and will go above and beyond for your clients.
Here are the six essential lists you should be organizing your contacts into:
Your Sphere of Influence
These are colleagues outside of real estate that are important to maintain contact with, for personal and professional reasons. This list should include friends, family members and past colleagues from outside the real estate realm.
Past Clients
If you’re a newer agent, fear not, this list will grow with time. It is always a good idea to keep track of clients you’ve worked with before as they most likely will move again in their lifetime or will know somebody looking to buy or sell a home. If you maintained a good relationship with your client throughout the home buying or selling process, keeping in contact after the fact will only strengthen that bond and make that client more likely to recommend you to their family and friends.
“A” Leads
These are any clients looking to buy or sell within the next 90 days. These clients are pre-approved and highly motivated at this stage.
“B” Leads
This list of clients is slightly less-motivated. They are perhaps six months away from buying or selling, so still in the early stages of looking and getting serious about making a move on the market.
“C” Leads
These are clients to keep in your back pocket. They may be leads gained through a website or from an open house who are just starting to think about real estate.
Business Development
These are entities that help you get the job done and are very important. Members of this list include builders, lawyers, accountants and referral agents.
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