Hey Reader,
One reply to my two-questions email stopped me cold.
It came from a team leader I've known for years. Today his operation does 368 deals with 47 people. That wasn't the part that got me.
In his twenties, he did 100+ deals a year. One assistant: his mom. Sphere and past clients only.
Then he got busy. And he let it go.
His words: "Big mistake."
Your database is your business. You've heard it a thousand times. You've probably said it at your own team meeting. And if you're like most producers I work with, you're still not working it, because new leads feel urgent.
Past clients feel like they'll always be there.
They won't.
Every year you don't call, another agent does.
Next: three questions that tell you whether your database is a business or a graveyard.
- How many people are in it right now? Not roughly. The actual number.
- When did your last 20 closed clients last hear from you personally? Not a newsletter. A call or a handwritten note.
- What share of last year's deals came from sphere and past clients? If you don't know, that's your answer.
I watch agents pay for new leads every single month while hundreds of past clients sit in a CRM nobody opens.
So here's the assignment.
Pick ten past clients this week.
Call them. Not to ask for business. To ask how the house is treating them.
You already know where your next deal is coming from. Picking up the phone is a decision. That part's on you.
– Yvonne
P.S. This Thursday at 9:00 am Pacific, we're on Week 10- Recapping Weeks 6-9(Lead Sources, Expenses, Client Journey & Newsletters... Come sit in on the call → Bring all your questions.
P.S.S. Know an agent who's producing but stuck? Forward this. They can join The Weekly Accelerator here.