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The Real Estate Sales Podcast

May 28, 2021

Working in the real estate world means one thing: communication is key. In todays’ episode of The Real Estate Sales Podcast, Jimmy gives us his tips to optimize your number one real estate communications asset for growth: your email database. 

Your database is your most valuable asset.

  • The most crucial component of this asset is continuously adding people you can deliver value to. 
  • These aren’t necessarily people looking to buy or sell immediately, but people you can build relationships with who might buy or sell down the line.
  • The National Association of Realtors says that 90% of people say they would work with their realtor again, but only 13% of agents end up returning. Why? Because they aren’t staying top-of-mind.
  • When cultivating your database, Jimmy’s number one suggestion is to get organized and segment your audiences so that you can deliver messaging tailored specifically for them.

Start with past buyer clients.

  • Ensure your past buyer clients receive systematic property updates for their neighborhood.
  • Tag these people specifically as property owners so you can offer to update their home evaluation and other tactics to develop a relationship. 
  • Provide value that might not even be about real estate; inform them of restaurants or locations in your community that give your recipients the chance to learn more about you.
  • Que unsolicited video CMA every six months. For information on how to utilize this tactic successfully, check out this previous episode.

Current property owners

  • This group is anybody you know who owns properties. Your neighbors, the people you’ve met at an open house, anybody you can impact with your knowledge of the market
  • Tag as property owners, so they receive that messaging like the previous group.
  • Consider using platforms like Homebot.AI, which gives a complete evaluation of a home for homeowners. While done in partnership with a lender, it comes with a full monthly report that explains equity, changes in value, and how payment updates shift if you were to refinance or alter mortgage payments.

Sphere on Influence

  • These are people you know who could be homeowners, potential first-time home buyers, or really anyone.
  • This all-encompassing group should receive generic market updates, blog posts, and other market information that keeps you top of mind.
  • Also, send community information that helps the recipients learn more about you and the area.

Potential Prospects

  • These people are leads from the internet, open houses, or any other source. 
  • Remember, these people are likely in multiple databases, so standing out is essential. Do that by sharing the information they want.
  • That means property information, details about the community, testimonials, or other sources that build trust between you and them.

Jimmy’s pro tips:

  • With all groups, more video is always better. It allows you to connect with people in a way no email ever could
  • Go into your database, get organized, and systematically and consistently add value to your prospects to see growth like never before.

Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts,Google Podcasts, Spotify, and Audible, and our website, The Real Estate Sales Podcast.