What I’m hearing from agents is that they carve out time to make the calls and don’t know who to call or where to start.
There are many number of ways of selecting a group of your clients to call for the day, let’s take a look at our most typical calls.
Quarterly Calls
Our minimum recommendation for keeping in touch with clients is a scheduled call each quarter as a way of ‘watering the lawn’ in your database. Some agents like to stretch this out to 3 calls a year, or in some cases, 2 times a year. From our experience, quarterly calls, at a minimum, are required to build and maintain a relationship with clients in your marketplace.
The easiest way to generate a list for these calls is to literally start at the top and work your way through your database.
Things to keep in mind;
- You only want to call owners in your core area (not buyers).
- How are your contacts categorised in your CRM?
- Are they under your name with the property attached?
- In a category or tag?
- In a hitlist?
- However you categorise the clients, bring up the entire list and start at the top.
You can figure out how many calls to make each week simply by dividing the total contacts by 13 weeks, and if you want to break it down further to daily calls, divide it again by 5 (or the number of days you want to spread calls over) for example;
Database of 1276 contacts is 1276/13=99 and 99/5=20 calls per day (rounded up).
Just Listed / Just Sold / Auction Invite / Open Home Invite
To target clients just in the street or surrounding streets to a listing, take a look at a suburb map and compile a list of relevant streets. Depending on the length of the street, you may only need 2-3 to get approximately 50 properties. Within your CRM, it’s as simple as going to the property section and searching for the individual street names, with you as the assigned agent.
Anniversary Calls
Calling your offices’ past sales in your core area is a really easy and well-received call to make. All properties that you or your agency have sold will have a sale/settlement date against them which can be accessed via reports through your CRM. It will likely be called a ‘settlement report’ or similar, which can be filtered by date, so you can access all past sales within any period you wish. So, if you want to access all the sales in March in the past 10 years, you can do this by pulling the report for 1st – 31st March, for each year, or if you want an entire year’s worth of sales, you can filter this way too. In some cases, you may not have access to this report directly and may need to ask an administrator to generate it for you.
For all the above searches, keep in mind that in most CRM’s you can filter your search results further to include only contacts with a phone number, and those that have not been marked as Do Not Call. This will aid in making your call list more relevant and your calls much more efficient.
