This is one of the answers I get when I ask a new Realtor how their calls are working out to their centre of influence (database). I have even been told they would prefer to door-knock or prospect total strangers rather than calling someone they know.
Yet, those same Realtors have no problem putting all those names in a database of some sort so they can send out monthly e-newsletters and other stuff without ever talking to the people to find out if they are even interested or what they might be interested in.
The apprehension or fear that a lot of Realtors feel is, to put it bluntly, their own. A big reason for this is also not having a plan or being confident about the overall process for how to engage (in some cases re-engage) with sphere of influence contacts. There are many training programs that offer scripts and tools for tracking your calls but quite frankly most of them reek of commission breath! One of the best all round real estate programs I have been to offers an excellent approach to ensuring you build the right relationship with your contacts based on providing service and value. The details on the program can be found at http://ninjaselling.com/
There are two main components to the process; 1) personal contact based on the F.O.R.D.method (Getting to know your contacts based on questions around Family, Occupation, Recreation, Dreams) and 2) marketing flow – this is the “stuff” which must incorporate valuable real estate information.
Tune in next week for more details on “Contact and Flow.”