Many of you have recently been to a regional convention, a Mastermind, or the
NAR Convention in San Diego. And it seems a lot of people are still seeking that magic pill that will blow open their business.
Earth-shattering news: THERE IS NO MAGIC PILL.
If you want to get more business, you've got to engage in more lead-generating activities. As I work with people across the country, I am hearing some of the very same things I have always heard, with a couple of caveats.
1.
Get on the phone.
Every day, for at least an hour, and preferably two. You have to be talking to people! I tell my coaching clients, "Mail monthly and call quarterly." I even tell agents I don't coach, if you do nothing else, at minimum get something in front of your sphere and your past clients and customers every month that (a) reminds them you're still in real estate, and (b) lets them know you care. This can be an e-newsletter, a postcard, anything. Then quarterly, be in contact by phone with those same people! If you have 500 in your sphere/past clients list, take 10 weeks to call and then take 3 weeks off. That means you're calling 50 a week, or 10 a day. Use your contact manager to schedule your next call (in 90 days) and keep some notes from the call.
2.
Handwritten notes.
In this disconnected, automated world, handwritten notes are increasingly more appreciated! Think about the last time you received one - did you feel special? Every day, set a goal to write two to five handwritten notes. Whoever you're interacting with - the bank teller, the dry cleaner, a prospect you met at an open house - will appreciate a note. Be sincere and concise with your message.
3.
Facebook.
This is a new one, a feared one, for some of you. And guess what? It's here whether you want to embrace it or not. People are living on Facebook. Now here's the thing: you can't just put up a page about you, post updates about how you wrote another contract or are watching Grey's Anatomy, and expect business to come. Get a personal page, and then create a Fan Page for your business. Put your business updates on your business page and your personal on... your personal! You can invite your friends to become fans of your business page, and encourage them to invite anyone they know to share the link with their own SOI. Then be consistent with posting updates of value to your followers.
