Do you know how much business you are losing by not having a system to stay in front of your best contacts on a regular basis?


In fact, 60%-70% of all real estate transactions come from people you know…from your database, your networks, your sphere, your farm, your referral pipeline, according to the NAR’s Profile of Homebuyers and Sellers. Only a fraction of closed deals in any market come from Internet lead services and media advertising. That’s why top agents know there is money in their database…and how easy it is to take advantage of their competitors who too often chase “search leads” — and leave most of their local deals on the table.

Maximize. Capitalize. Monetize.

You have a huge opportunity in 2015.

If you want more business this year the secret boils down to working your pre-lead database.


Pre-LeadsSimply put, listings come from relationships, from referrals, from sellers that know you (or someone they know who should know you). More listings mean more sign calls. More mobile drive-bys. More open house visitors. More just listed and just sold inquiries. More Internet searches.

In short: More business.

The key is to work a plan to incubate people who are not ready to buy or sell today…and you’ll boost your business tomorrow. How? By being the go-to source for sellers. By converting more leads with long-term nurturing. By using three simple techniques. (Drum roll, please.) Work your postal database. Work your email database. Work your social networks. By using these simple tools you will attract the bulk of local selling and buying prospects in your market into your hands. Never before has unsettling the balance of power in your local market been so simple.

Stay connected… Constantly. Instantly. Consistently….with your core contacts.

Then, as they say with shampoo…lather, rinse, and repeat.

You will get massive local results when you work your databases harder and smarter in 2015. Using simple tools already at hand — direct mail, email, social media — you can build a micro-business that out competes mega teams, major brokerages, franchises, and even the giant home-search portals every time…not to mention upending your competitor down the street.

Dan Richard

Emeritus at Gooder Group
Dan is the Founder of the Gooder Group and the author of a series of successful Real Estate books:

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