Staying in touch with your database is essential to grow and maintain a business fueled by referrals. First, monthly mailings are essential, and if you do not currently have an established routine, take the time to implement a postcard or other mailing system to stay in touch.
One-on-one conversations to reinforce your benefit to them and also ask for referrals. Start this week by picking at least ten contacts and calendar in a time to make the calls. If you have not done this in the past, you may feel uncomfortable, but this will soon pass as you realize that people are glad to hear from you and may have questions or issues you can help with.
One of my coaching clients saw the value in this task, yet was reluctant to begin. Biting the bullet, she set a goal of ten calls each week. The first set of calls produced amazing results. Six went to voice mail, and yes, you should leave a message. The other four calls reached the individuals. The results? One refinance started immediately, one scheduled for a few months down the road, and two possible purchases. Total time spent: 25 minutes. Cost: nothing. Results: phenomenal.
Sample script –As with any script, this is a guideline and must come across as natural. Practice by calling your own voicemail and then critique and tweak until you feel comfortable with how it sounds.
“Hi, this is Bliss Sawyer and I wanted to call to make sure you are receiving my mailings each month and see if you have any concerns with your current mortgage. Remember to ask about them, their family or other interests you are aware of. Next, ask “Do you know of anyone else that is looking for a mortgage?” This is critical. Do not miss this step. That would be like going to your wedding and staying in the parking lot. The final step is to say “Please let me know if I can help you in the future and feel free to call me with any questions you might have.”
Your ability to be personable and offer expertise will attract business to you in ways other marketing, even the expensive kind, just can’t do. Make sure you are knowledgeable of current interest rate trends and market conditions so you can pass along necessary information when asked.
Now, go make those calls!
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