Exponential Business Growth
Your database is an infinite source of revenue for you. 200 names marketed with alternating methods, such as emails and phone calls are good for a MINIMUM of 5 closings a month when done consistently (emails one month, phone call the next). You just see 200 names, but those 200 people each know 50 people on a first name basis which makes the database 10,000 and don’t you think you can get just a small percentage of that? Included in most people’s 50 “fast” names are insurance people, as well as colleagues, friends, church members, attorneys and more, the opportunities are endless!
And in tight times, you can add more value than ever before with a simple follow-up system of alternating emails and phone calls will have you top of their mind and inexpensively as well. A common question I get goes something like this, “Perry, what do I talk about when I call these people? Especially when I just talked to them 2 months ago? I was just wondering what kind of conversation topics you might suggest when you are talking to them that often?”
That first call after the first value added email should be a simple, “Just calling to make sure you received the helpful info I sent you” and then move into the best question of all…
“so how are things going?”
The key is to get them talking about their life and especially their problems because in the issues are the opportunities to sell other things…refer them to your affinity partners, etc.
The key is relationship, building trust, solving their problems and if everything is hunky dory, try to at least get a referral …something. Everyone needs to know a good Advisor, especially now as the market has changed. Make sure they have all your contact info and know that they can refer you. You do that on every call and you will be winning the game big time.
Remember, don’t make this hard…don’t call to sell them something. Call to check in, make sure you have their info correctly in your database, check to make sure they received your helpful info, and then ask them “how they are doing” and listen. Your database is a goldmine just waiting for you to tap it….
Perry
P.S. Remember, in tough times, often a good commercial mortgage firm can make or break a deal. Call me today to review not just changes in the industry but ways that we can help grow your business. We are more than a brokerage-We are trusted advisors COMMITTED to YOUR success. Just give us a call at 888-890-2416 or email us at info@thefernandezgroup.com
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