It’s pretty easy to let the day get away from us in real estate isn’t it? And as satisfying as accomplishing a few tasks from our to do list is… it’s not going to fill our real estate pipeline. But there are a few things you can do every single day to keep that pipeline of yours full all year long.
I go in depth with all of them in Real Estate Biz Builder but here’s a quick little list to get you started fillin’ that baby up!
Spend time in your database
A daily priority for every agent if they want to fill their real estate pipeline needs to be to spend time in their database/sphere of influence. This is a list of warm leads that should be kept warm with consistent communication. And if executed properly your database can and will be a constant stream of referrals for the duration of your real estate career. Sounds pretty sweet, right?
Well it’s not difficult to nurture your database and the cost per lead is significantly lower than with any other form of marketing. So let’s see just how you can keep in touch with your database so that they go from acquaintance or friend, to client and future referrer.
- Send one person in your database a hand written note every day
- Mail a birthday card to members of your database 3 days before their birthday
- Drip automated emails on your database once per month
Have 10 conversations per day
If you plan to fill up your real estate pipeline with active prospects and current clients, you’ve gotta get out into the world and talk about real estate with ten people every day. You can walk around the office and talk to a few agents about the market, any pocket listings you have, or what kind of needs their buyers have. You never know what kind of deals can be born from a 5 minute conversation.
By communicating with people in real time about the market you’ll be establishing yourself as an active part of the real estate community and you’ll find yourself in business building discussions.
Dive into your active prospect bucket
I’ve talked about building a database and segmenting it in Real Estate Biz Builder and this is where that comes into play. When you know who your active prospects are and you have them all in once place it makes it much easier for you to nurture that group of people.
In order to keep my real estate pipeline full, I spend time every single day in my active prospect bucket trying to transition them from active prospects into current clients. I do this by researching on and off market listings for my buyers, networking with agents in town about my on and off market listings, and cross reference my buyer and seller prospects to see if there’s a match within my own database, (hello double commission).
Even if I don’t have an appointment to set up with my prospects, I try to stay in contact every couple of days with some type of follow up, useful information, or inquiry. This frequency of communication will also tell you a lot about how motivated the prospect is and if they’ve moved from active prospect to long term prospect.
Serve your clients
There’s no better way to fill your real estate pipeline than to serve your clients to the very best of your ability. Because happy clients are referring clients. And those are the only kind of clients that you want. Be sure to keep your word on marketing plans and air on the side of under-promising and over-delivering.
Your clients cannot be bought after you’ve wronged them. So if you’ve neglected them during the transaction process do your best to make amends through sincere communication and continued support after the sale has closed.
Ask for referrals
As much as your clients may adore you, you can’t really expect them to hand you referrals every chance they hear about someone who may need your services. It’s your job to stay at top of mind but also to ask for the referral itself. I’m not asking you to bug your database everyday but including a short statement asking for their referrals, in the signature of your emails can go a long way.
Give, give, give
I realize that I just got done telling you to ask for referrals and more business but it’s just as important to pull from the other end and try to give as much value as possible. This means that you need to disseminate helpful information to your sphere/database through emails, blog posts, social media posts, and/or youtube videos.
It’s super easy to share a helpful article via email or post about a local event coming up that your sphere might enjoy. This also sets you up as a resource for your sphere; someone they turn to for advice and someone they view as an authority. That kind of trust is built over time but pays dividends for many years once achieved.
You won’t know what types of information to give to your sphere that they’ll find helpful if you don’t listen to them. Spend some time visiting online forums, watching which news stories they react to on social media, and physically going to events they’re attending. This will provide you with a deeper understanding of your sphere’s interests and how you can better serve them.
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