There is an old saying that timing has everything to do with the success of a rain dance. In other words, it is not luck, or happenstance that creates the windfall; it is the culmination of effective lead generation, consistent customer retention solutions and the ability to close.
Many agents find themselves struggling to discover their way in a changing market, feeling a lull after a production spike, or even cultivating the seeds of burn out. Not for you! Make your marketing rain this spring with some quick focus, simple solutions and powerful energy boosters that will have you singing in the shower of success.
1. Find your baseline. Each new quarter of the year brings a new opportunity to re-establish your baseline for your revenue goals. Where are you in relation to where you want or need to be by the years end? Ahead of the game? Wonderful!
Build on that momentum as you take on the spring market. Not exactly where you should be? No problem, re-direct your energy, stop and regain your focus and do a little number crunching so that you know exactly what your contact to contract ratio is so that you can get back on track. Sales is, always has been, and always will be a numbers equation at its core. How many contacts do you need to make today, tomorrow and this month to put yourself back in the game? With that in mind -- let's go make it rain!
2. Customers are key. In Jeffrey Fox's book, "How to Become a Rainmaker," he explains that the number one factor for success in any business is the ability to attract and keep customers. Outlining the importance of caring for your customers as the VIPs of your business by applying the Golden Rule as your number one rule is critical in building and maintaining a profitable foundation. Treat your customers as you wish to be treated is an excellent starting point. Schedule a day to do a little cleaning through your database. Cull the clients you no longer wish to work with, and add the new "friends" you have made in recent months.
Most importantly, make this a time to really connect with your clientele. Contact your top 30 clients personally. Send something to your entire sphere of influence and if you have not already, set up a regular system of monthly contact. Don't allow out of sight to become out of mind in the eyes of your customers.
3. Break out your inner social butterfly. There is no time like the present to spring into full scale networking mode. This is a great time of year to fully leverage social and business gatherings to ramp up your sphere of influence. Get out there and meet people, lots of people, and preferably ones with networks of their own to tap into as well. Call today and start filling your calendar with industry functions, community events, chamber of commerce meetings, and local international clubs such as Hispanic or Italian American Associations.
What groups can you align yourself with in your community that might give you the opportunity to network with new movers and shakers and help you build your business? Get on board with local charity groups and events as a great way to spread your wings and make a difference at the same time. Do NOT let the age old, "I am too busy" excuse keep you cemented in mediocrity. Sales is a people business first and foremost. So, in order to grow your career, you need to grow your sphere. Get out there and meet new people!
4. Differentiate yourself! Now, more than ever, you need to set yourself apart from the pack. How can you creatively express who you are and what you do to capture the hearts, souls and loyalty of customers? Obviously, staying in touch is number one, two and three on the scale of importance. How though, can you ignite your marketing with a flavor or sense of who you are that makes you memorable? We recently had a client who began using our recipe cards on a small scale and quickly built that into her marketing image.
Now the "Recipe REALTOR" gets regular calls from prospective customers (and chefs) to be included in her mailings. Step out of the norm and into the spotlight a little to find new ways to strike a familiar chord with people in your community. Form alliances with local professionals such as attorneys and CPAs who have long lists of clients who might need your services. Consider learning more about our Corporate Marketing Plan which is a great way to become the Go-to agent for local companies with 25 employees or more. You could be the next best friend for the human resource leaders in your area! Stop by the site, www.prospectsplus.com and be sure to check out this month's creative ideas from our Master Marketing Schedule and order a free one for yourself if you haven't already. We have our creative thinking caps on -- to help agents just like you!
5. Energize yourself and your career. Give yourself a gift of rejuvenation and better health this month. Drink more water, less coffee. Add at least 20 minutes of exercise to your daily to-do list. Walk, run, take a bike ride with your family and ignite a passion to promote your physical and mental well being.
Don't let hectic schedules and chaotic calendars derail you. You deserve better. You deserve the BEST that life has to offer, so offer yourself a better, longer life. Your exercise time is a great time to re-group, decompress, and keep that mental clarity and physical energy so vital to becoming a long-term top producer. With strength, comes endurance. With clarity, comes creativity. Step into a healthy routine, and you will find you have more to offer this career of your dreams … you will be on the road to an extraordinary life!
Now is a great time to capture the spirit of spring and add new vitality to all you do. Look forward to each day for the opportunity it truly is. Be grateful each night for the chance to make an impact on your life and those around you. We believe that anything is possible with the right mindset, plan of action and a handy set of systems and tools in place. Have an amazing April!
