Reach out and Touch Your Tribe

Reach out and Touch Your Tribe

If you had to give one word for what this image represents to you, what would it be?

• Drowning?
• Underwater?
• Desperate?

Personally, this image sends such a strong message.  It screams “overwhelmed”.

And often, being “overwhelmed” is simply being “underprepared”.

As a real estate professional, the best way to avoid drowning, being underwater, feeling desperate and most importantly being overwhelmed, is to put into place a non-negotiable, sustainable (both physically and financially) plan of action.  It must be systematically driven to keep you top of mind and on point to get face to face with every member of your tribe including all individuals and groups needing the professional service you provide.

To avoid the fear and challenge of going out of business with each successful closing you have, you must consistently be prepared and positioned when their need arises for real estate consultation and service.

Remember, this essential element in building a sustainable business is simple…yet not easy.

Here are 3 simple steps to avoid feeling overwhelmed and underprepared for success:

1)  Build your BOB

• Your BOB (book of business) should be dimensional, downloadable and indestructible.
• Host/House your database with whatever tool, resource and/or CRM you choose.
  • We don’t care what you use…yet we do care that you use something!
  • And it needs to be one that you understand and can master.  Meaning: you can manipulate and search content by categories and detailed data.

• Within your CRM, set up categories such as:
  • COI
  • SOI
  • Past Buyers and Sellers
  • Family
  • Friends
  • Co-Workers
  • Networking Groups
    • Social
    • Professional
    • Church
  • Vendors/Service Providers
  • Allied Resources
• Within each category, include and not be limited to data such as:
  • Name
  • Physical Address
  • Email Address(s)
  • Mobile Number(s)
  • Social Addresses (FB, Twitter, LinkedIn, Instagram, etc.)
  • Birthday(s)
  • Anniversary(s) of home ownership
  • Name of family members
  • Interests, hobbies and causes
• Content is KING!  All must be accurate.

2)  Reach Out and Touch

• Develop and design a marketing campaign that reaches all database members.  It should be manageable both physically and financially.
• Within your business plan should be a written objective of
  • Who you will contact
  • What you will send to each member of your database
  • When you will send, call and see each (frequency)
  • Where you will send your collateral and your follow up plan of action
• Discern how you will reach out and touch your tribe!
  • Direct mail
  • Digital
  • Social media
  • Voice to voice
  • Face to face
  • Group gatherings
  • Networking groups
• The key to success is consistency!
  • The feeling of overwhelmed ALWAYS comes from lack of consistency and not following a plan.
  • Commit time, talent and budget to a 12-month campaign and plan of action.
  • Top of mind is a result of being their REALTOR before they realize they need your service(s) and advice, which is a result of constantly being in front of them.

3)  Plan your work and work your plan!

• In addition to designing and executing a marketing game plan, you must incorporate a plan to get face to face with your tribe.
  • Consider incorporating client appreciation events
  • Scheduled social and or networking events
  • Service/Cause opportunities
• Be persistent in your quest for success
• All elements should be built into your budget
  • Include a line item for each component mentioned and listed above!

As it has been stated so often, people do not care what you know unless they know that you care…and they will not know that you care, and hire you as a professional, if they cannot remember your name.

The bottom line in floating to success and not sinking into overwhelm, panic and desperation is to invest in your future by touching your tribe…consistently and with intention.