The most valuable asset for any real estate agent is our database and the relationships we have with our sphere of influence. We can grow our databases of contacts by nurturing the relationships with the people in them.

If we’re not having conversations with new people and keeping in touch with the people who already know, like, and trust us, our businesses will grind to a halt.

We must never lose focus on how many people we speak to every week. That is the most important number in every real estate business. We have to create an environment and culture where we are comfortable contacting people. If we don’t make calls, we can’t grow our database and make it a more solid asset for our business.

One way of doing this is to send emails through a service like Emma. The service allows you to see who has opened your emails, what they have clicked on and whether they have shared them. And then call those people.

However, clicks, views and likes are not the most important metrics in marketing

Time spent with someone online is the No. 1 key performance metric we should be paying attention to. It indicates a level of extended interest and possible further connection. Provide your audience with valuable information.

Use video in all emails and blog posts, and then post those same videos to social media (primarily Facebook), and boost those posts to a targeted audience. This allows them to constantly be reminded of your smiling face.

My friend Frank Klesitz, Vyral Marketing’s CEO, is someone who has spent the past decade helping high performing real estate agents and teams gain market and mind share through video and direct response database marketing. He has successfully built a business around a pain point and mastered the art of customer service.

When I first met Klesitz, he forced me to think about a few critical things, like:

  1. How do we successfully market to our databases?
  2. What do the most successful, high-performing real estate agents and teams have in common?
  3. What is the most important performance metric we should be keeping an eye on when it comes to our marketing?

So I asked Klesitz for an interview for my podcast Next Level. Agents and brokers can learn a lot from his expertise and experience.

Listen to our full conversation check out our podcast here:

Here are the topics we discuss:

  • The importance of identifying a need before you sell to someone.
  • The truth about marketing and how to succeed at it.
  • The three types of database calls.
  • The key online metric we should be paying attention to.
  • Why Klesitz doesn’t own a cellphone.

Kevin Kauffman is a Realtor with Group 4610 Network with eXp Realty. Connect with him on Facebook here and here

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