Close 4–5 Deals Monthly: Top 3 Database Strategies for Real Estate Agents

This is going to detail exactly how upwards of 1012 but at a minimum 4 to 5 closings per month just from my database. Not a whole lot of expense. Very simple. No tech. You can't mess this up yet. Why is it that most agents don't do more business from their database?

The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coached thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share it all with you. The good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show. Just real world tactics and strategies that get results. You just gotta do the work.

All right, real estate business builders. Before I get into the tactics and there are three parts of this strategy that I want to dive into. I want to help you diagnose the problem here. I think every agent can be closing minimum three transactions per month from a database of 250 people that know, like and trust them. We had one of our community members share the simplest business strategy in the world. How to sell 52 homes in a year. This is what she sells like clockwork. 10 or 12 are from her Google business profile and then 40 to 42 from a database of 250 people that know, like and trust her. She maintains that database in a Google sheet. I loved everything about her share. We do these business case studies where our community members share what's working for them. I feel like the simpler the better in this day and age. Here's the challenge though, and here's why. Hopefully I'll piss some of you off. Here's why you won't do this, because you're looking for the next best thing. You're looking for someone to generate a bunch of leads that you think are going to close. They're not going to close. The highest quality lead sources now are 1% conversion rate. So lead to closing, 1% at best. You know you could go down the route which a lot of agents are pay at closing. Referral sources, the ideal agents, the home lights, even Zillow Flex. If you're on a Zillow Flex team or whatnot, you're paying 30 to 40 plus percent at closing, which is not sustainable. It's out of economic model. You'll never become financially and time free doing either of those paid lead sources or those referral sources which can make you feel good because you're doing business. But I have yet to meet an agent who is headed down the path of complete financial freedom using those tactics. Typically, they're working way too many hours and barely keeping up with not only their business, but the things that matter most in their life, which is their family and friends and all of that stuff. So the challenge is to dumb down your business, your database, just taking the time to build it properly, to feed it continuously and then communicate with it and just add value over time. Those are the three steps we're going to use to get after this, so it doesn't have to be complicated. We have members that come into our world that aren't doing a ton of production, but you can even be new to your market and use this strategy with your database. Works better if you have some years in your market, but you don't have to be a top producing agent to have this strategy work for you. You're going to go through a process. If you ever want to come into our world, we do this step by step with you. We've got questions that can help jog your memory about what people actually know, like and trust you. We have processes extract all of the goodness out of your cell phone, social media, your Gmail, and bring all of those into a very simple spreadsheet. First name, last name, email address, cell phone number, street address. That's what we're going to be after when we build out this database. Just time block knowing that this could be a multiple six figure at a minimum. We have members doing this same exact database touch blueprint, but which I'm about to detail for you. We have members doing multiple seven figures per year of annual gross commission income from this system, minimum of 60 touches per year. I would probably, if you forced me back into production, I'd probably do two value add touches per week. So I'd get over about a hundred touches. But you have to have that part of the system in place. Let's detail number one, build it. Who do you know that if they knew how awesome of an agent you are or how badly you want to grow your business, who do you know that would support you in that endeavor? So if you were to run into them on the sidewalk or in a supermarket, you would stop and say, oh, hey Lars, how's it going? Long time no speak. How are the kids? You want to get people to that point. So this could be past clients. This could be folks from church. This could be your dry cleaner. This could be local business owners, local business Owners are some of the best folks to develop an actual relationship with and have some reciprocity because they are in contact with dozens if not hundreds of people per day or per week. And so you know, adding value and frequenting those business is a no brainer strategy to make this database really spin off transactions. So build it, build it. But you're just going to have to time block and do the work to actually build the database. Don't overthink this. It's not going to be the most fun thing you do, but you're doing it because you know it's worth at a minimum multiple six figures of annual gci. Then you're going to feed it. This is one of our daily non negotiables in Million Dollar Agent method. After you're done with this initial build minimum 100, but hopefully you can get to 200 or 250 people that know like and trust you. You're going to add one to two contacts per day. Monday through Friday we have a minimum because we have other lead gen levers that help our million dollar agent method members installing their business that throw off people that you can add to the database as nurtures which count toward that. We have a minimum of two per day Monday through Friday. Really easy target to meet. But if you commit to adding two per day and we do it, we do it seven days a week in this heavy million dollar agent method quick commercial it is an opportunity to work together for 13 weeks where we build out not only the database touch blueprint but also the agent brand authority builder which is your digital footprint and two other lead gen levers which more than likely most folks are implementing our expired direct response inbound system and our FSBO direct response which is inbound lead system. Each of our lead generation levers and any lead generation lever you install in your business has to be good for minimum one. Really most likely you want to get it to 2 transact per month and that's how we scale businesses, right? If we have four lead gen levers installed in the business and they're each one to two transactions per month, that's five to six transactions per month. By the end of Million Dollar Agent method you will either add two to three transactions per month on top of what you're already doing or if you're starting from a baseline of not a whole lot of business, you will be doing two to three transactions per month like clockwork. Results guaranteed. And we'll go through that if we ever have a conversation together. So go to million Dollar Agent Method. If you want to have a chat about it, build it. That's the painful feed it. That's just committing to daily no matter what. You're going to add contacts, first name, last name, email address, mobile and their physical address if possible. And you're going to be on high alert for people that you're coming into contact with that live locally, that hopefully have had an experience with you in your real estate business or even in a past profession, and a positive experience. They're going to be an advocate for you in the future. So you're going to be on high alert and commit to adding those to your database. Even if it's just a fancy spreadsheet. Use a spreadsheet if you don't have a CRM. I know lots of folks that have a CRM where they're sort of VIP triple A database. The know like trust part of it is just buried in there and they can't even access it and they don't even pay attention to it. And I would even recommend go through your CRM and extract out the know like trust this inner circle database you're building and keep it in a Google sheet. Keep it very, very simple. Like I said, this community member that I had a chat with, 42 transactions from 250 contacts in a Google sheet. So don't overthink it. Unless you're doing more than three transactions from your database, then maybe you can apply a little tech to this. But keep it simple. Stupid, right? K I S S so that's number two. Feed it. Take the time, go through your cell, go through social, go through your Gmail, go through your CRM, your digital CRM and bring it into a Google sheet. These are people that know like and trust you. Feed it every day. Once you have that heavy build done, that should take maybe it'll take more hours than you want it to and it'll be the most valuable thing you do in your business. That could take a couple weeks if you commit to 30 to 60 minutes a day, Monday through Friday for a couple weeks and just get it done. So that is feed it now we communicate with it. This is what we call our database touch Blueprint. And there's a little bit of an extension here into our second Legion lever that we help agents install, which is the Agent Brand Authority Builder. The agent Brand Authority Builder is essentially your digital footprint, which is an extension of your database. So the database touch blueprint so they work really, really well together in terms of communicating with it. You want to just be known as the Go to resource for not only all things real estate, but we had this member that does 52 transactions from spending no money out of a Google sheet and her Google business profile. She would simply latch on to community events. There were kind of like a live at five, like these summer or spring concert series where essentially she just would call her database and say, hey, I'm going to be at the country extravaganza. I'll be at the entrance between 6 and 7. Make sure you stop by and grab a free ice cream on me. And she would get credit for the whole database. So she would contact the whole database and let them know and then she maybe give out 10 free ice creams. So very, very low cost. And this is something that she likes to do anyway. Every other month you could do something like that where you're texting or calling or emailing or doing voicemail drops and those count as high value touches to your database where you're just inviting them to something. I highly recommend every week, if not every other week, doing some sort of recorded. Even use loom where you're the circle in the bottom corner and you're explaining some sort of market statistic. We use a service called Keeping Current Matters. Really phenomenal, low cost, high value, where they do a monthly market update. They have really great creative charts and collateral that you could just take one or two of those slides every other week and shoot a loom and email that out to your database. Also repurpose it on social media on those alternate weeks. And that's a touch, right? So that's two times 12. That's 24 additional touches on the alternative weeks. I would do something like just a straight up item of value where maybe still do the same loom and say, hey, I have on Amazon a picture of a book and on the left side, your head is on the right side. You are essentially going to start direct camera and say hey listen, I wanted to get this video out. I just read an awesome book called the Millionaire Next Door. Then you drop yourself into the bubble, pull up the graphic behind here and say the thing I really liked about this book, I actually listened to it on Audible was, you know, these three things and a three to four minute video. Highly recommend it. I'll make sure I post the link to Amazon. I highly recommend that you pick it up. So that could be on the alternate weeks. One weekly video to your database, that's 52 touches throughout the year. Combine those community events. Every other month you do six of those with three touches per. That's 18, you're already up to 70. Another good example, handwritten note cards every quarter. Call your entire database with some purpose for calling. Could be tax time. Make sure you are doing this or that. And if you don't get them on the phone, either leave a voicemail or have a system, maybe even a dialer connected to your CRM where it drops a voicemail. You've already built the list, right? You're feeding it on the regular and there's massive leverage. You can have a hundred people in your no like trust database or a thousand. I know that's a lot to unpack, but this is the thing. The best time to have done all of this, like when's the best time to have planted a tree? If you're in the desert and you want some relief from the sun, it would have been like 20 years ago so there'd be shade. The next best time is today. No shame, no blame. You've got to get to work on really these two Legion levers and they're the first things we build out with our clients. The database touch blueprint and the agent brand authority builder. Exactly how to use social media like a ninja, where you're actually getting engagement, you're actually having conversations with folks. And again, an extension of your database. Exactly how to set up your Google profile. Exactly how to get Google reviews which is a part of that process. Exactly what to say on the calls. You know when you call and apologize to folks for not keeping in better touch all the scripts, the expired system, the FSBO system, all of that. That's what we help our clients build out. So that by the end of this 90 day journey you will be close. Two to three transactions per month. So if that's you, go to milliondollaragentmethod.com if you're more a DIYer and you want to keep going it on your own, keep doing that if it's working. If it's not working, you need to seek help. I have spent over a million dollars on paid coaches and masterminds. 80, 85% of it outside of the real estate industry. Learning, standing on the shoulders of giants that have been there ahead of me so I don't have to spend three, five, seven years learning something. I can learn it in a 90 day program or a 12 month coaching program or whatnot. So much love, much respect. I hope some of you take action right now. This is the perfect time of year to build these systems out and have them in your business forever and always. We'll talk to you soon. See you in the next training. Bye.