Don't Forget What Your Database Can Do For Your Business!

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Today I want to speak about something that's extremely important in the real estate industry: mining your database for leads. Gary Keller always taught that lead generation is the most important part of growing a successful business, and time and time again it's proved to be true.

You need a good script to call your database and ask for business, and I find that a lot of agents either don't have a script, or they don't have a very good one.

If this is the case for you, then the first thing you need to do when reaching out to your database is to own up to the fact that you've neglected them. Apologize for being out of touch, and tell them that you want to reconnect.

You want to build your business based on introductions. You need to build trust and earn the right to work with them. Try something like this:

"Hey John, it's Nikki. Do you have a second to talk? I want to apologize that it's been so long since we've spoken. This is a real estate call, and I've got a quick question for you. If you were planning on buying, selling, or investing, am I the agent that you would use or recommend to someone else?"

This is a powerful question, and may seem like a lot to ask someone, but it will give you a great idea of where you are with this person in terms of generating a lead.

Keep in mind that you shouldn't ask for contact information outright. Put it in a different way, like: "Is this the best number to reach you at?" That way you don't sound too sales-oriented when you're speaking with the person. That will instantly drive them away.

Stay tuned for more tips on lead generation. There is a lot more that we could be discussing! If you have any questions about this strategy, please don't hesitate to contact me!