Let’s all get real. Between Thanksgiving and Christmas, if you are like me, you are bouncing from party to party, trying to connect with the who’s who in your sphere of influence. Hey, there is nothing wrong with that! It is our job to make connections with influential people. That means no party goes unattended. Besides having lots of fun, eating and drinking way too much, you most likely disregarded the most important element to your business: your sales pipeline.
Now that you have surfaced again, you are face to face with an empty or very anemic pipeline. You may be disappointed with the number of clients you currently have looking for homes or refinancing. The few folk you have in your pipeline are not exactly motivated to buy something. This can be incredibly demoralizing and frustrating. It is cold, dark and dreary outside.
Do not let this demoralize or frustrate you. Take advantage of the extra time you have on your hands to build your pipeline. It is surprisingly easy to do and does not take as long as you may think. Follow these three, simple strategies to build your client base. The best part is that all three of these strategies are absolutely free.
#1 Go To Your Past Clients
Call all of your past clients that conducted business with you in past 60 days and ask them for a referral. Now you may have done this when your business with them was concluded but it never hurts to ask again. They may have met someone over the holidays who could benefit from your service.
#2 Become a Walking Billboard
Start with your best friends, close colleagues and family but do not be afraid to expand your circle to people you meet on a daily basis. Ask everyone a referral. Now, this is not a repeat of #1. This includes all the strangers you interact with getting coffee, shopping in the grocery store, and living your life. You should be a walking advertisement for how awesome you are. This should be your 2018 mantra.
#3 Work Your Social Media
Twitter, Facebook, Instagram and even SnapChat can be your best friend. If you do not do anything else, take the time to really invest in social media and learn how it can help you grow your client base. Everyone is on social media in some form or fashion. Use it to your advantage. Start by creating a post that reminds your followers that you are a real estate or lending professional. Message people you have not talked with in a while. Search for people who may be in the market for a new home or refinance. Use social media as a way to connect and keep in touch.
The Bottom Line
Ultimately, there is nothing like a good ol’ fashioned phone call to help your pipeline fill up again and start producing the numbers you want to see. The holidays are awesome and filled with love and blessings. We will never regret taking the time off but now it is time to refocus. Work hard and get your pipeline strong again!
For more information about how to build your referral pipeline, reach out to Rob Leonberger at email@example.com or call him directly at (615) 922-9344.
Send your next contract to firstname.lastname@example.org.