How to Get More Business From Your Database

In today’s episode, we’re going to take a closer look at some of the 25 lead sources we shared in our last 2 episodes, starting with our database. Our database can be a strong source of listings, providing us with a solid pipeline of business throughout the year. Whether it’s generating more referrals or a repeat business, paying attention to our database is one of the highest ROI lead generation activities we can commit to. 

 

With that being said, the amount of business we can get from our databases are on the decline, especially if we keep doing exactly what we’ve been doing. There’s so much competition for the attention of the people in our databases, so it’s no longer as simple as sending an email every now and then and getting transactions. In order to maintain and grow our database business, we actually have to increase our efforts, not just in terms of quantity (adding more people) but also quality (adding more value). 

 

Jeff is going to share the pressures on our database business and what we need to be doing to keep getting success with our database. 

 

We also discussed;

• How to ask for business from your database 
• The database script we have to master 
• Why you need to audit your database frequently 

Key Points 

 

1. Every real estate agent needs to have 5 databases; 

• Past clients/sphere of influence
• Exchange database
• Social media
• CRM/internet leads
• Agent-to-agent referrals 

 

Make sure you have these categories well-defined and organized in your CRM so you can truly add value to each of them. 

 

2. Adding value to our database has to actually be relevant and impactful to their lives. Sending a reminder to set their clocks back just won’t cut it these days. What we really need to do is put thought and intention behind what we send out because it’s the difference between being top of mind and drowning in a sea of oblivion.