5 ideas for building a database that gives more than it takes

  • Have a repeatable 90-day plan to stay in touch.
  • Your list should have past clients and your sphere of influence -- even if they aren't buying or selling at the moment.
  • Pick up the phone and call. If you're consistent with it, it's easier to do.

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

It's no secret that your past clients and sphere of influence are your best source of business. Getting the best return from your database, however, is a secret. Here are five ideas for a consistently terrific return: 1. Expect a 10 percent return from your list annually -- if you work it properly Two sources -- repeat business plus referral business -- should generate 10 transactions over the next year if you have 100 names in your records. 2. Here's a simple six-step plan to work your list correctly Call those on your list every 90 days, give them a market update, and always ask for referrals. If they are not home, leave a simple message. Follow-up again in 90 days. Send one surface mail item every 90 days (third-party company sourced or self-produced). A personal note is even better. Email monthly with a market update (pre-formatted or individualized by yourself). Consider using video email to communicate with everyone periodically. It's highly effective. Expec...