RISMedia's Real Estate Magazine

NOV 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE November 2018 99 The webinar dove into the data- base tactics utilized by some of the top real estate professionals in the country and how they're able to suc - cessfully drive referrals. Speakers included Nate Martinez, broker/ co-owner of RE/MAX Professionals in Glendale, Ariz.; Josh May, own - er of May Group REALTORS® with RE/MAX Grand Rapids in Michigan; Lisa Rice, SVP of Sales - Western Division for American Home Shield; and moderator Verl Workman, CEO and founder of Workman Success Systems. Here are a few ideas from the webinar: VALUE How do you assess the value of a cli - ent? What's the life- time worth of any one of your clients? One tactic is to create a list of your top 50 clients. "Most importantly, pare people down to who you most enjoyed working with," said Martinez. Martinez's top 50 list gets a qual - ity touch once a month. This can take the form of many things, from invites to private events and exclu - sive videos to one-on-one meetings and private Facebook groups. Martinez explained to attendees how, over the course of his 32-year career, he's been able to turn one solid contact into almost $200,000 in commission. This is simply through noticing the inherent value in that client and following up with regular touches. TOUCHES For any successful agent or broker, your database is an indispensable asset; however, if you're not engag - ing with clients, you're wasting its value. "It's our mission to take care of you before, during and after your real estate journey," said May. At RE/MAX Grand Rapids, May and his team have already be - gun scheduling out their 2019 marketing list. From when holiday cards will be sent and free pizzas delivered to when large- scale events, like a hot air balloon festival, will take place, all are planned out several months ahead of time. It's these fun events and gifts that make May and his team relat - able, "and that's what we want to be," he explained. In a calendar year, May tries to schedule two touches per client every month; how - ever, he admitted, be- tween follow-up emails, providing vendor lists and move-in gift bas - kets, those 24 touches per year end up averag - ing around 750 touches per year for active clients. REWARD Maintaining relationships with the long list of clients and vendors in your database is easier said than done. That's why rewarding refer - rals can go such a long way for your business. Whether it's a gift card to a local restaurant or a mug branded to your company, the benefits of rewarding referrals are two-fold: not only is your client or vendor happy, but also, you've created a quality touch and encouraged them to send more business your way. RE To view the webinar in full, visit https://bit.ly/2QuJln3. Jameson Doris is RISMedia's blog/social media editor. Webinar Recap: How to Boost Sales by Leveraging Your Database by Jameson Doris A s a real estate professional, it's crucial to build relationships with clients and prospects. This was the topic covered during RISMedia's recent webinar, "Connections Into Cash: Activate Your Database to Drive Referrals," sponsored by American Home Shield®.

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