Relationships: Share the Love with Your Top-Ranked Contacts


Relationships: Share the Love with Your Top-Ranked Contacts

Your relationships are the lifeblood of your business. If you want to succeed in real estate, it’s important to develop your relationships with everyone in your database, especially your top-ranked contacts. Developing your relationships involves building trust with the people in your database. One of the best ways to build trust is to share your knowledge when you connect with them. They may not be in the market to buy a home right now. But they may want to know how much their home is worth or maybe they are thinking about purchasing a vacation home or investment property. They may even know other people who are thinking of doing the same. By sharing your knowledge with them, you not only build but also have the opportunity to prove that you are an expert in your market. Although you should maintain consistent contact with everyone in your database, you should reach out to your top-ranked contacts more often. Who are your top-rate contacts? Find out by ranking your contacts, which is part of the CircleCloser process.

Why it’s important to rank your database

So, why should you rank your database and how do you do it? Ranking your database involves sorting your contacts into categories. In CircleCloser, you’ll assign your relationships a star ranking, where five stars are your top clients. Your top clients and prospects are those you want to talk to the most and who you feel most want to talk to you. We all like to work with people who we like and enjoy connecting with. Your top clients are those people. The good news is that you’ll get the majority of your business from these contacts. Yes, it’s important to connect with everyone in your database. The truth is, you’re more likely to get the majority of your business from the people who are your top clients. There are the ones who are buying from you, listing their homes with you, and recommending you to all the friends who are in the market to buy or sell a home.

The same is true of your four-star clients, but these relationships may need a bit more prompting to refer you to others. Although they have the potential to become five-star clients, you won’t contact them as much as you contact your five-star clients. However, you will still connect with them regularly. 

Although you’ll contact your two and three-star clients during the year as well you will not contact them as often. Your two-star clients you may only contact twice a year. During this time, you will still work to improve your relationship with them and build trust. You never know, they could become five-star clients eventually.

Know who to contact and start connecting 

Once you’ve ranked, your contacts CircleCloser will create a list of people to contact every day. The list is located on your dashboard. Every time you log in, you have a list of people to contact. 

The people in your database who are five-star clients will be the folks that you connect with every thirty days. That means that every month their name will pop up on your dashboard as someone to connect with. Your four-star relationship will come up on your dashboard every sixty days or two months. Three-star relationships will appear on your dashboard every ninety days. The majority of your database will be these three-star relationships. You can count on connecting with them four times a year. Your two-star relationships will show up every hundred and twenty days. And your one-star relationships are those who you will never contact.

With CircleCloser all you have to do is start connecting. Log in, look at your list, and start to connect with the people on that list. Be sure to update CircleCloser with the people who you’ve contacted so that they can come up on your list again at the appropriate time. It’s really just that easy.

Build relationships while you build your business

The real estate business is built upon relationships, including the relationships you have with your past and current clients and your prospects. To generate a reliable stream of leads, it’s important to build the relationships you have with the people in your database. This involves building trust and consistently connecting with them. They need to know that they can rely on you, particularly to do what you say you’re going to do. If you say you’re going to follow up with them in the next week or so, then you need to do so. If you forget, they’ll begin to see you as flaky. And nobody wants to work with a flakey real estate agent. 

What to share with your contacts

Every time you connect with relationships in your database, be sure to offer a bit of knowledge to share. The real estate market is always changing. There’s always new information to share concerning home values, how quickly homes are selling in the area, and the outlook for real estate in the area. Even if somebody isn’t in the market to buy or sell right now, that doesn’t mean that they aren’t curious about the state of the market. Many homeowners think about how much their home is worth and how much they could sell it for even if they’re not actively looking to move right now. Share this information with them. Offer to do a CMA to give them an idea of how much their home is worth.

If they’ve mentioned that they’re looking to buy or sell or want to buy an investment property, be sure to follow up with them and give them information about the market. Follow up with them consistently; you don’t want a potential sale to fall through the cracks. Always keep a pulse on their interest in buying or selling. Remember that if you are not checking in with them and building that relationship, they may choose another real estate professional.

As you build relationships with the people in your database, it’s a good idea to revisit their ranking. Some three and four-star clients may become five-star clients if they refer more business to you. Adjust rankings as necessary and continue to follow up with them.

CircleCloser can help you build relationships with your top contacts

CircleCloser takes the guesswork out of generating leads. You always know who to connect with when you sit down for your Power Hour. It’s easy to keep your database up to date as you build trust in relationships with everyone in it. Close the circles on your list every day and you can be sure that you are building the foundation for a strong real estate business. CircleCloser can help you achieve your lead generation goals and grow your relationships with your top clients. What are you waiting for? Click here to learn more.

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.