Richard Robbins is Co-founder and CEO of Richard Robbins International, a global sales and business coaching organization. Richard is an author, business mentor and sought-after expert in the field of personal and professional performance, and has trained and coached tens of thousands of Agents worldwide to higher levels of sales performance and personal satisfaction. I […]
In last week’s post, I talked about how to categorize contacts and assign them to Groups that are relevant to you and your business. The next step is to define your communication approach to each Category or Group, beginning with the appropriate mix and frequency of face-to-face meetings, phone calls, emails and direct mailings. This […]
It’s natural to want to include every client you’ve ever worked with in your “A List” within your IXACT Contact real estate software. But this is not a good idea. Why? There are some clients who – for whatever reason – will never use your services again nor refer business to you. So why waste […]
Imagine that a client of yours is at a BBQ. Chatting over beers and hotdogs someone asks him, “Hey, we’re looking for a home in this neighborhood. Do you know any good real estate agents that could help us?” Now freeze that picture and ask yourself: Will your client recommend you? That depends. According to […]
In this post, I’m going to introduce you to a process that will make it easy for you to develop a loyal database which will lead to a continuous flow of referrals and repeat business. The very first thing you need to do is to put in place an easy to use contact management system. […]
In my past couple of posts I focused on the importance of effective contact management – the WHY. In my next few posts I’m going to focus on the WHAT. What you need to know, and more importantly, what you need to DO in order to mine the potential income (the “gold”) trapped your contacts […]