Is it promptly returning a client’s phone call?
Getting back to a listing agent with a revised offer?
Following up on a hot new lead or referral?
Of course, all these activities are important because they are directly related to building your business, income and future.
But there is another activity that some Real Estate Agents don’t take as seriously. That’s unfortunate because it is just as vital to building a solid business as all the others – perhaps even more.
That activity is updating your database.
Generating an ever-increasing flow of repeat business and referrals requires you to maintain complete and accurate contact records. Without that, you can’t do all the things you need to do in order to build loyalty amongst your past clients and referral sources.
Things change fast. People get married, get new jobs, and explore new interests – the list goes on and on. You probably learn of these changes every day in your normal routine of staying in touch.
But if you don’t record this new information, you can’t use it.
Fortunately, it’s relatively easy to keep your database up-to-date. All you have to do is commit to taking just five minutes each day – perhaps during lunch or between meetings – to put anything new you have learned about your past clients and referral sources into the system.
By keeping your database current, you’ll be able to communicate with your contacts more effectively and on a deeper level. As a result,they will be more likely to see you as their trusted professional; their “go to” Real Estate Agent. And when that happens, your referral and repeat business grows too.
Takeaway point: There are a lot of important things you do each day to build your business. Updating your database should be one of them.