Build Your Book of Business

Monday Morning Wake Up Call:

Your Motivation, Inspiration, & Direction for the Week Ahead

Build Your Book of Business

You should set aside time each week to input any new contacts into your database.  This is where most agents fall short and they find themselves after months of NOT inputting the information overwhelmed by the task.  What happens then? You guessed it. It doesn’t get done.  When that happens, you lose so many valuable opportunities to connect with those potential buyers and sellers.  Don’t let that happen to you.

Here are some activities to help get you started:

  • Add all new customers to your database as well as the buyers or sellers on the other side of the deal.
  • Visit local businesses (gas stations, dry cleaners, restaurants, doctors, boutiques – the list is endless) and leave a flyer and business card describing the benefits of working with you. Ask them who their best customer is – and let them know that since you are in the people business if you run across someone who would be a good fit as a customer for them, you’re happy to refer – and ask them to do the same.
  • Volunteer to host open houses for other agents for the exposure and the leads.
  • Always wear your name badge and carry your business cards. You never know when a chance meeting at a coffee shop might lead to a real estate question – and a new customer.
  • Work the Expireds in your local market.
  • Work the FSBOs in your local market.
  • Go to the Homeowner’s Association meetings.
  • Network with local business professionals that already have similar databases such as staging experts, landscapers, home repair companies, appliance repair companies, roofers, plumbers, electricians, etc. Build a referral network – and create a list of all these pros with their names, phone numbers and websites as a perfect item of value that you can offer to customers and potential customers.  Call it your Free List of Trusted Resources.

Something to Think About

Building a book of business is a work in progress.  Your sphere and farm will become the lifeblood of your business if, and only if, you nurture it and the VIPs in it. Your book of business and the relationships with the people in it will not only form the foundation for referrals and transactions throughout your career, but they will be the cornerstone of your ability to sell your business for six figures when you are ready to leave the industry if you’ve cared for it correctly.  Don’t lose that thought.  Learn to time-block right from the start of your career.  Updating your database should be part of your monthly or even weekly routine.

Weekly Challenge

What if you just added ONE person per day in the next year to your list?  That’s 365 new contacts with whom you can begin to create the INFLUENCE you need for them to know you, like you, and trust you enough to do business with them.  What if you added TWO? The potential is exponential.

Words of Wisdom

Trust is the glue of life. It’s an essential ingredient in effective communication. It’s the foundational principle that holds all relationships. Stephen Covey

The business of business is relationships; the business of life is human connection. Robin S. Sharma

I believe in businesses where you engage in creative thinking, and where you form some of your deepest relationships. If it isn’t about the production of the human spirit, we are in big trouble. Anita Roddick

Relationships are the hallmark of the mature person. Brian Tracy

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