Now you have a Contact Database, what do you do with it?
First I want you to contact EVERYONE on the list that you know by phone and tell them about your new career in real estate and that you need their help getting started. If they know of anyone looking to buy or sell real estate you'd like to know about it it. Now of course your also calling to connect with them on a personal level so make sure to make the call personal by using the FORD method (Family, Occupation, Recreation, Dreams) The call goes something like this; "Good morning Steve, its Ron Smith! I hope I am catching you at a good time! How's everything going with your (family, occupation, dreams, goals, plans, etc..)? That's great, well I don't want to take to much of your time, but I do want to mention that I've started a new career in Real Estate and I need your help! (Most people, will want to know how they can help because we all want to be part of something great). I'd like to know if you know of anyone who is looking to buy or sell real estate that could use my help?" If they say no, than just close with something like this "that's ok, but would you please contact me if someone comes to mind?" If they say yes, start asking them about the person and get some basic information. Then ask if they wouldnt mind if you contacted this person with their referral. If they decline, simply ask them to contact the person and pass your information on. End the call by mentioning that you'll be keeping in touch every few months and you look forward to speaking with them again. Remember we are trying to build and grow a relationship here.
So now, you've contacted everyone you know to get the word out. Follow up, buy mailing them your business card and something else of value.
The next step is to setup EVERYONE (mets or have not mets) to receive 8 touches from you over the next 8 weeks. A touch should cost 75 cents or less and should be a combination of things like; cards, letters, reports, emails, phone call, magnet, calendar, etc.
If you're a real trooper try calling everyone again half way through the 8 week process to make sure they are getting your materials. Otherwise, you MUST call at the end of the eight weeks to make sure they got the materials, see if they or anyone they know needs YOUR help and that you'll be keeping in touch with them.
The way you'll be keeping in touch is by setting up touch campaigns for the MET group and the HAVE NOT MET group. The MET group you want to touch many times during the year, at least 24 times and some say more like 33 times. The HAVE NOT METS, you'll touch about 12 to 15 times a year. Remember these touches are a combination of emails, calls, letters, cards, magnets, calendar, holiday wishes, etc.
The whole point of putting people on a touch campaign is to get into first position in their minds when they think about real estate. Remember your success or failure in this business is dependent upon the amount of people that when they think about real estate, they think about you!
Good Luck!
First I want you to contact EVERYONE on the list that you know by phone and tell them about your new career in real estate and that you need their help getting started. If they know of anyone looking to buy or sell real estate you'd like to know about it it. Now of course your also calling to connect with them on a personal level so make sure to make the call personal by using the FORD method (Family, Occupation, Recreation, Dreams) The call goes something like this; "Good morning Steve, its Ron Smith! I hope I am catching you at a good time! How's everything going with your (family, occupation, dreams, goals, plans, etc..)? That's great, well I don't want to take to much of your time, but I do want to mention that I've started a new career in Real Estate and I need your help! (Most people, will want to know how they can help because we all want to be part of something great). I'd like to know if you know of anyone who is looking to buy or sell real estate that could use my help?" If they say no, than just close with something like this "that's ok, but would you please contact me if someone comes to mind?" If they say yes, start asking them about the person and get some basic information. Then ask if they wouldnt mind if you contacted this person with their referral. If they decline, simply ask them to contact the person and pass your information on. End the call by mentioning that you'll be keeping in touch every few months and you look forward to speaking with them again. Remember we are trying to build and grow a relationship here.
So now, you've contacted everyone you know to get the word out. Follow up, buy mailing them your business card and something else of value.
The next step is to setup EVERYONE (mets or have not mets) to receive 8 touches from you over the next 8 weeks. A touch should cost 75 cents or less and should be a combination of things like; cards, letters, reports, emails, phone call, magnet, calendar, etc.
If you're a real trooper try calling everyone again half way through the 8 week process to make sure they are getting your materials. Otherwise, you MUST call at the end of the eight weeks to make sure they got the materials, see if they or anyone they know needs YOUR help and that you'll be keeping in touch with them.
The way you'll be keeping in touch is by setting up touch campaigns for the MET group and the HAVE NOT MET group. The MET group you want to touch many times during the year, at least 24 times and some say more like 33 times. The HAVE NOT METS, you'll touch about 12 to 15 times a year. Remember these touches are a combination of emails, calls, letters, cards, magnets, calendar, holiday wishes, etc.
The whole point of putting people on a touch campaign is to get into first position in their minds when they think about real estate. Remember your success or failure in this business is dependent upon the amount of people that when they think about real estate, they think about you!
Good Luck!
posted by Ron at 4:11 PM
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