Creating Connections: Reach Out on the New Year


Creating Connections: Reach Out on the New Year

In real estate, lead generation is one of your most important tasks. Although it sounds like a major task, when you have a database full of relationships, it can just mean reaching out to connect with them. Each time you reach out to someone in your database you have the opportunity to generate a lead. As you build relationships you generate leads. The new year is one of the best times to reach out to your database, especially if you didn’t have the opportunity to connect with them before the holidays. That doesn’t mean that you need to reach out to everyone in a day. CircleCloser makes it easy to let you know who to reach out to and when. Creating connections has never been easier! Here’s how to get started.

Who should you contact to create connections?

The short answer is everyone. You should be creating connections with everyone. And eventually, you will contact everyone in your database with CircleCloser. However, at this time of the year, you’ll want to focus on contacting your five-star contacts. These are your top clients who you enjoy talking to and who you know want to hear from you. Chances are you connected with them before the holidays. You’ll want to connect with them again to check-in. If you didn’t get a chance to connect with them before the holidays. Now is a great opportunity to do so.

Once you’ve connected your five-star contacts then move on to your four-star contacts. Although they may not be your top clients, they are people who you know want to hear from you. Reach out to them to check In. CircleCloser makes it easy to go through this process and contact everyone in your database within the appropriate time. You don’t need to remember to call people at certain times. If you’ve uploaded your database and assigned a star ranking to everyone within it, CircleCloser will do the rest. All you have to do is log in and start connecting.

How to create connections 

Why is the New Year a great time to reach out to your network? You likely haven’t spoken with them unless you are working with them on a current transaction. Even if you sent them a holiday card, you may not have had the opportunity to speak with them or connect with them. You have the opportunity to learn more about what’s going on in their lives and to share some of your knowledge and expertise with them. In short, the new year provides an excellent opportunity to serve.

Fill a need

When you make connections with the people in your database. Listen for a need that you may be able to fill. For example, If they mention that they’d like to know how much their home is worth, offer to do a CMA. Or if they mention they would like to remodel their kitchen, connect them with contractors in your network who you know can help. 

What if they don’t mention a need? Oftentimes your clients won’t mention a specific need. They won’t blatantly say that they’re looking for the name of a good roofer or a reliable gardener. Many will think that you can only provide real estate-related help. They may not understand that you have a database of other professionals at your fingertips. This is why it’s so important to truly listen to people when you are checking in with them. 

Focus on service

How can you better serve your database? Although not everyone is in the market to buy yourself a home, they are likely very interested in how much their own house is worth and how to improve its value. They may also be very curious about the state of the market and how it compares to what they see on the news. Luckily, as a real estate professional, you can help them in these areas. For your best five-star clients offer free CMA to give them an idea of how much their home is worth. Then explain more about the state of the local market and how it may compare to the national market. If they ask or if they seem interested in either listing their property or purchasing a second home or investment property, give them more information and let them know that you’re always there to answer their questions. Don’t forget to follow up with them after to see if they have any more questions or to provide more insight.

When you connect with them, be sure to mention that you are open to serving the people that they know, especially if they are four or five-star clients. Chances are the people that they know are also as great as they are. This is one of the best ways to grow your database and fill it with great people who you enjoy working with. Let your best clients know that you are eager to help the people they know to achieve their real estate goals. Then, ask for introductions. You’ll find that your best people will be willing and eager to introduce you.

Create connections

As a real estate agent, you come in contact with local businesses and services throughout your community. Think of yourself as a hub of people knowledge. Share your connections with others in your database who would benefit from them. Look for ways to bring people together. For example, if someone in your database is looking for a roofer, give them the information of roofers that you know and trust in your database. Or if they’re looking for a great interior designer or even somewhere to buy healthy, impossible-to-kill house plants, reach out and give the recommendation. You want to be the center of your database. One of the best ways to build trust is for your clients to rely on you to connect them with others that you know and trust. The more you try to connect others, the more they will want to return the favor and connect you with people they know who could use an excellent real estate professional on their side.

The other benefit of connecting people in your database is that you show them how you want to be introduced to new and potential clients. You likely already receive referrals from past and current clients. Referrals are great as long as you follow up with them. What’s even better is to be introduced. By introducing the people you are connecting, you are providing a template for them to follow when they want to refer or introduce someone to you.

Be sure to update CircleCloser 

Every time you connect with someone in your database, be sure to update CircleCloser and close the circle. Every time you close a circle it logs in the system. This allows you to keep track of your activities and make sure you’re on the right path to achieving your goals. Additionally, Be sure to update your database contact list if you learn any new information. For example, if you had a client who got married before the holidays, became a parent, or got a new pet, be sure to add that information to their profile. Keeping your database up-to-date. It will allow you to better serve the people within it.

CircleCloser keeps you connected to your database 

You’ll always know who’s the contact and when each time you log in to CircleCloser. We’ve created a CRM that takes the guesswork out of lead generation and connecting with your database. No more guessing who to contact and when, CircleCloser will let you know on your dashboard. Now you can focus on what you enjoy most: connecting with people and finding ways to serve. Click here to learn more about CircleCloser.

Eric Johnson

Eric Johnson

Hi. I’m Eric Johnson. I help busy real estate professionals be more successful. I've spent the last 20 years teaching and training relationship marketing and coaching business owners to help them reach their goals.