These are unprecedented times. If you’re a new real estate agent, I feel for you right now. While the seasoned agent might be able to fall back on their laurels (and savings), you may not be in a place to do so.

We know that what we do today unfolds in the next 90 days. It’s a mantra all business owners know. The impact of this crisis on our current market is not going to last. Nothing ever does. Let’s put some things in play that you can do daily while ordered to stay in place, or something of the like, so that when the boundaries are lifted, you’re off to the races.

Your business is made up of a few groups that need to be identified. If you haven’t already, let’s get started on your CMA (database). If you have started, keep reading, there will be things for you, too. 

Your future business lives in your phone right now. Your connections and the people who know you already will be your future client and referrer. I have never bought a Zillow lead. If you want to build a referral-based business, its foundation is in a ton of work, effort and intention. So, let’s start at the beginning. 

Choosing A CRM

It’s up to you who you choose. You need your CRM to do the following basic things:

• Store vital information about your client. Names, contact information, birthdays, kid’s birthdays, anniversaries, favorite color, etc.

• Tagging features. You want to be able to sort your database into categories. As, Bs, Cs, Ds. I also tag my people on who gets pop-bys, past clients, top referrers, etc.

• Touch capabilities. Once you have everyone in one spot, you need to organize a plan to keep in touch. We’ve talked about this before. What does your 12-month marketing plan look like? Your CRM should make the email blasts easier. Some have newsletter templates already set up that can be very helpful.

Working Your Database

Right now is the most important time to get in touch with your people. Remember, your goal is to build a tribe around you that embraces your business. Before you receive anything of the sort, you’ve got to give to get. Your task of giving right now is to reach out and have conversations. Some might be horrifically uncomfortable. I know because I’ve had them, too. 

Here is your task for this week:

• 10 phone calls per day to your top 50. You will mark these people as As in your CRM. Print out the list. Start dialing. You can say anything like the following:

  • “I just wanted to touch base to see how you (and the family) are doing. What an incredible thing we’re going through. How are you?” (and then actually listen). In that answer you find a way to show value and help them. A lot of people are facing some of their biggest fears right now. Some are nervous about their money. Be the calm. 

  • “The Fed did some crazy stuff lately. Did you see it in the news? If you have questions about it, I can answer them. The most important one to know is that the Fed doesn’t control mortgage interest rates.” If you don’t know what controls mortgage rates, it’s time to hit the books and learn or call your favorite lender.

  • Work to update your contact details. Ask about birthdays, etc.

• Set up 1 Zoom Meeting this week and invite several people. You could host a happy hour, book club, whatever. This call isn’t about business, it’s just about spending time with your peeps.

• 10 notes. You’re going to send out 10 cards this week. Now there really isn’t an excuse. You do have time. If you have kids, you could write about what it’s like to homeschool. Have the kids draw on it or sign it and say you’re writing the note during kid craft corner. We aren’t robots. We are all in this together. Showing that you are still working on reaching out WHILE going through a pandemic is a statement in itself to your sphere.

• Marco Polo. Send out 2 Marco Polos per day. If you haven’t used this app it’s time. Essentially, it’s like leaving a voicemail, but on video. Yes, I know you’re in your day pajamas. Just fix the front of your hair and put on a new shirt free of mustard stains, and you’re good to go. I use this app as a check in. “Oh hey, I was just thinking about you because (your reason). Which led me to think of this joke I heard recently.” (I really like Dad jokes. Light, fluffy, easy, non-offensive). You get the point. 

• Social media. Every single person on that CRM needs to be connected to you through a social media channel. If you don’t have any, this is the perfect time to sign up and start posting content. Instagram, LinkedIn, Facebook, Twitter, etc. Keep the number one rule in play always! “If you wouldn’t say it in front of a room full of people do NOT post it on social media.” Let that statement guide you and keep your brand safe. ☺

The number one rule when working your database is this:

You are not asking for business, you are offering information, connection, calmness, comfort in a time of crisis. Your people need you. Pick up the phone and show up for them. Share a piece of your life and what is happening with you. Sometimes validation that this is a very scary, difficult time is enough for a person to feel connected to you. You’re showing you actually care.

• 50 phone calls

• 1 Zoom meet up 

• 10 Marco Polos

• 10 note cards

• 1 social media post per day

Deep breath, friends. This is not a time to take a vacation. This is a time that allows you to work ON your business, not in it. Over the next few weeks, let’s build an airtight framework together. You’ll reap the rewards you seek if you stay disciplined during this time. Leave a comment below.

Until then, chin up, keep your feet moving … and burn the white flag.

sz

Copyright 2020 - Shelley Zavitz Realty