What to do with $3,000Feb 16, 2023
A free-lance reporter asked me, “If one of your agents had $3000 to spend on their business this year, what would you recommend?”
I was eager to reply.
The answer depends on how well-developed your Book Of Business is, so here is a variety of possibilities to help you find the one that is right for you.
If you’ve already identified 40 Platinums, the immediate answer is, of course, to do something to enrich your relationships with them. These are the people who know you, like you, trust you, and refer you to their friends, family, and neighbors.
Here are a few examples to consider:
Call our good friend and Cutco affiliate Luke Sasek [email protected] and order 40 of their fabulous tomato-slicing knives, engraved with a marketing message and your contact information, and deliver them in person. How often do your Platinums go into their kitchens and use a knife?
Deliver a holiday pie. Deliver a plant. Deliver a goodie basket. Break bread together – take them to breakfast, lunch dinner, coffee, and happy hour. Get tickets to the local sports franchise and offer them a pair of seats.
If you haven’t yet identified the Platinums in your Book of Business, sponsor a Client Appreciation Event for all 200 – host a bowling party, rent a movie theater, and show a family-friendly film, or holiday film like, “It’s A Wonderful Life.”
If you haven’t yet identified your best 200 repeat and referral business sources and put them into a user-friendly CRM, hire someone to do it for you. It will be the best investment you ever make in your business.
And finally, if you already have your Book of Business in a CRM, with a marketing plan in place, and ongoing appreciation for your Platinums, invest in some research into the best sources of listing leads in addition to your Book of Business.
Some of the “niche markets” our students specialize in include: seniors, For Sale By Owners, expired, canceled, and withdrawn listings, probate, divorce, distressed properties, pre-foreclosure, and REO.
The more you know about who is moving into and out of your market, and why, the better equipped you will be to target your prospecting efforts.
$3000 isn’t a fortune but properly applied it can make a major difference in expanding your business.
What would you do?
The Floyd Wickman Team Blog by Mike Pallin
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