12 habits to help you succeed in real estate
#1 – Keep really good records
Digitally-accessible records help you provide first-class service.
Every time you meet someone, put them in your CRM
Enter important dates—property anniversaries, birthdays, etc—so you can reach out on the day of
Whenever you speak with a client, record details by entering notes
#2 – Never skip on critical follow-ups
Spend a minimum of 15 minutes a day on follow-up & use your CRM to prioritize and automate:
Do your daily 5 in the Follow-up Coach
Sign a couple of contacts up to receive a Market Snapshot® report
Set reminders for buckets of contacts & reach out
#3 – Get a Lead Management System
Use your CRM to help you:
Consolidate your leads
Make meaningful connections with social media insights
Consistently follow up
Record details & move them through your pipeline
#4 – Relentless follow-up with new leads
Consistent communication using various methods is critical the first few days with a lead:
- Day 1: Send an automated text right away, then call when available & send a market report
- Day 2: Text “How is your search going?”
- Day 3: Call “Did you see anything in the market report that caught your eye?”
- Day 4: Hail Mary email – “Let me know if you ever have any questions. I’d be happy to help!”
#5 – Don’t let your past clients forget you
Let your CRM help automate these touchpoints:
- When the deal closes – send a housewarming gift
- Immediately post sale – ask for a review
- Moving day – offer to help move or but the pizza
- 1-2 weeks post-moving day – check in to see how they are
- Every quarter – send a market update
- Twice a year – check in to say hi and on their birthday & home anniversary
#6 – Remind your sphere what you do for a living
Once a quarter, check in and say hi:
- Chat about the market
- Discuss the new local hotspot
- Ask if they know anyone who’s moving soon
- See if they want a market report
#7 – Segment your database to market effectively
Tag your contacts to keep track of:
Who they are: Buyer, seller, sphere, etc
Their interests: Market your listing on the golf course to the right people & stay in touch with relevant content
Geography: Keep track of the areas they like to make your marketing more relevant
#8 – Use technology to warm up your cold calls
Learn about them before you call: Use social media insights to make meaningful connections. If you think about it, is a cold call really cold if before you call you know they:
Are a pilot
Play golf
Have kids that go to the same school as yours
Viewed your market report 3 times
Connect email marketing to your phone call prospecting: Follow up an email with a call a day or two later
Warm them up with an email: Use the intel to see if they’ve opened it prior to calling
#9 – Categorize your buyers so you know who to focus on
Buyer categorization:
A: Ready to put in an offer within 3 months & have pre-approval
B: Same as ’A’ but not pre-approved
C: Looking to put in an offer in 3-6 months
D: Looking to put in an offer in 6 months or later
#10 – Prioritize sellers to boost your sales
Seller categorization:
A: Referred you 2 or more times in a year
B: Referred you to at least 1 person
C: Would refer if the opportunity came up, but hasn’t yet
D: An indifferent past client
#11 – Send content that shows off your expertise
A quality market report works for all stages of the client lifecycle:
- Build your database: Make your sales calls, provide value when networking & capture leads online
- Impress your current clients: Record everything in your CRM & invest time in
post-sale follow-up - Nurture past clients & sphere: Send relevant content, be consistent & schedule your business
#12 – Remember the 3 ingredients to succeed in real estate for the long-term
Every quarter review & ensure you’re not forgetting the 3-step recipe for success:
Build your database: Make your sales calls, provide value when networking & capture leads online
Impress your current clients: Record everything in your CRM & invest time in post-sale follow-up
Nurture past clients & sphere: Send relevant content, be consistent & schedule your business
Implement some of these habits into your daily routine and you’ll reap the benefits in the future!
Download the complete 12 tip guide below!
