You’ve seen the plastic claims and fragile promises made by pitchmen selling the secrets of success. They exclaim, “Double Your Income!”, “Triple Your Sales!”, “Earn What You’re Worth!” and the certainty of their convictions is almost enough to suck you in… but you resist. After all, how do you know what really works? How do you know you’re not going to waste a ton of money and time?
Well, let me clear that up for you: WORK YOUR DATABASE!
Your Database is your business
I recently flew to Toronto to see my friend and client, the honorable Mr. Ben Kinney, present his all day workshop RE8. It was FANTASTIC!
One of the simplest things that we reviewed during RE8 was how to get your “Sphere In Gear.” The first step to work your database is to start compiling your list. A no-brainer, right?!?
But it can be hard to get started, so here are some ideas on where to begin:
- Cell Phone – iPhone download tutorial, Android download tutorial
- Facebook – You can always go through your contacts one at a time, but did you know you can download all your Facebook contact details and activity in one shot? FB download tutorial
- Email Account – Outlook, Apple Contacts, Gmail
- LinkedIn – LinkedIn download tutorial
- List of businesses vendors you use – This will vary depending on your work history and experiences.
Once you have this list, start dividing the number of people in your sphere by the number of days you are planning to work each month. For example, if there are 200 people in your sphere and you’re going to work 20 days a month: 200 contacts ÷ 20 days = 10 touches per day.
After you have your database compiled, set a personal goal. Make a commitment to get X number of “asks” per month. An “ask” is when you ask a simple question, such as: “Who do you know that is looking to buy or sell in the next 30-60 days?” (Note: You can only count an “ask” if you inquire in a way that results in an immediate response, like a phone call, in person conversation, or a web chat. Email and traditional mailings do not count.) If you use web chat, you can work your sphere during off hours and communicate with multiple people at the same time.
Tips for using social media to communicate:
- Don’t be all business – No More than 1 in 5 social post should be purely business
- Always be positive – Especially in a shifted market, people appreciate an upbeat take on an otherwise tough market.
- Highlight your success. Your professionalism and your service – “Congratulations to John Smith on his new home purchase” or “Just negotiated another short sale for my sellers.”
- Spend 15 minutes each day learning about your sphere and commenting on their lives – ‘To post is fine, but to comment is divine.’