Are you overlooking the most valuable asset in your real estate business? Reminder Media President Luke Acree joins The Real Estate Insiders Unfiltered Podcast to reveal a shocking truth you’re missing out on: your database is a goldmine waiting to be tapped!
Why Your Database is Gold
Luke emphasized that maintaining a relationship with our database is not just a nice-to-have; it’s essential for success. With nearly 200 touchpoints a year, we’re missing a significant opportunity if we don’t actively engage with our sphere.
Key Takeaways from Luke Acree
- Call Just to Say Hello: This refreshing concept can revolutionize how we connect with clients. Instead of only reaching out when we need something, a simple “just checking in” call can create a lasting impression.
- Frequency Illusion: Luke introduced the idea of the frequency illusion, which suggests that the more often someone sees you—whether through emails, social media, or print marketing—the more present you become in their minds. This means that if I’m actively engaging through various channels, I’m more likely to be the first agent they think of when it’s time to buy or sell.
- Multi-Channel Marketing: The podcast discussed having a mix of marketing strategies, including print, digital, and personal connections. For example, I could send out a magazine six times a year, maintain an email newsletter, and host local events. Each touchpoint reinforces my presence and builds trust.
Create a Touchpoint Strategy
Luke outlined a strategy where you can easily hit your database with multiple touchpoints. Here’s a simple framework to get started:
- Five for Five: Reach out to five people each day for five minutes. This could be a phone call, a quick text, or a video message. The key is to be personal and genuine.
- Consistent Follow-Ups: Make it a point to have regular follow-ups with your clients. Whether it’s a quarterly check-in or sending them market updates, staying in touch keeps you top of mind.
- Engaging Content: Use a combination of lifestyle content and proof-based content. For instance, sharing local events in your newsletter alongside new real estate listings can keep your audience engaged and informed.
Overcoming Fear of Rejection
One of the main barriers to engaging with our database is the fear of rejection. Luke pointed out that many agents struggle with this, as our industry is highly personal. Here are some strategies to combat that fear:
- Accountability Partners: Just like Luke mentioned, having someone to hold you accountable can make a huge difference. Schedule regular check-ins with a colleague or mentor to discuss your goals and progress.
- Focus on the Positives: Celebrate the small wins and remember that rejection is part of the process. For every ten no’s, there is a yes waiting to happen.
- Vulnerability: By being open and vulnerable in your outreach, you can create authentic connections. People appreciate honesty, and it can lead to deeper relationships.
The Power of Print Marketing
While many say print is dead, Luke argues that it’s actually an opportunity. With fewer agents utilizing print, standing out becomes easier. Here’s how I can leverage print effectively:
- Personalized Mail: Sending personalized postcards or newsletters to clients can create a tangible connection. This could include important market updates or just a friendly note.
- Quality Content: Ensure that any printed material is of high quality and provides value. This could be a beautifully designed magazine or a simple card that acknowledges a client’s birthday.
- Integration with Digital: Combine print efforts with digital strategies. For example, follow up a mailed newsletter with an email reminder or a social media post to keep the conversation going.
Final Thoughts
If there’s one message I took away from the podcast, it’s that engaging with my database is not just about sending out mass emails or generic postcards. It’s about creating meaningful connections that can lead to referrals and repeat business.
In the highly competitive real estate market, leveraging your database effectively can set you apart. Start small with personal calls or messages and gradually build up your touchpoints. Remember, the relationships you nurture today will pay off in the future.
