How do you expand your database of potential clients? First, take another look at all
of the people who provide services to you. Your hair stylist is providing you a service.
Wouldn’t it be great if you could do the same for her? Your mechanic is providing you
a service, wouldn’t it be great if you could do the same for him?
Even if they are not currently in the market to buy or sell a home, you can still be of service
by becoming their information source on all things real estate related. It may take a little
practice, but you need to become adept at offering your services on a regular basis. Just as
you would be interested in receiving car maintenance advice from your trusted mechanic, or
hair color recommendations from your trusted stylist, they will appreciate getting housing
market information from you their trusted real estate agent. Be careful not to encroach on
another agent’s client.
Create your value communication items – Find sources of real estate related consumer information. If you are a Realtor, these are readily
available on the National Association of REALTORS’ website www.realtor.org.
Rehearse your lead generation conversation – Sketch out and rehearse a potential conversation you might have with someone who provides
you a service. Maybe something like: “You always do such a great job on my hair, Becky. I hope that some day I can be of service to you. Do
you have a real estate agent that you are working with now? (If yes, back off. If no, then continue.) Would you mind if I occasionally sent you
some information on real estate related topics? I will leave you my business card, but what is your mailing or email address?”
Keep at it, and before you know it, asking to be their real estate connection will become second nature and your database will continue to grow.
Check out Agent Rising Scorecards for more great tips on managing your database!