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Important points:
- It's never too late to reach out to past clients you haven't talked to in a while.
- Get closer to your realm by serving them.
- Outline your professional and personal growth plans.
As you turn the page from 2023 and start writing your business plan for 2024, consider these tips for setting new goals and leveraging your database. If you already have a business plan for next year, start implementing it now with some of our recommended scripts for calling past clients in the new year. “The biggest challenge for most agents is reaching clients they haven't talked to in a long time,” says Monica Reynolds, vice president of coaching at Keller Williams Realty.
Past clients and leads should never be taken for granted, especially as the real estate market is down across the country. Reynolds promotes her RER, an acronym that stands for Relationships, Experiences, Results. “Everyone has so many options these days. It's about relationships,” she says.
Reynolds suggests reaching out and checking in with past customers at least once a quarter. With many still recovering from the personal hardships they endured during the COVID-19 pandemic, it's important to show that you care. Below, Reynolds offers tips and scripts to help real estate professionals connect with their area and flesh out their plans for the year ahead.
Care call intent
Reynolds advises considering the following before answering the phone:
- How can I really help this person?
- Ask a series of questions to identify core challenges in their lives that you can support.
- Listen deeply to see if there are any clues in what they are saying.
- If time permits, and if a telephone conversation is appropriate, discuss the state of the local real estate market.
- If necessary, ask if there are any real estate options you would like to learn more about.
Sample care call script
Reynolds recommends this script when communicating with clients in the new year.
Hello.the [NAME] and [COMPANY].
I'm so glad I caught you. Could you spare a few minutes?
The purpose of my call is to wish you a Happy New Year!
- How are you?
- how is your family?
- Is your work going well? (Or is everything fine with your business/company?)
Depending on your question, a conversation about real estate may start naturally.
- Do you have questions about market conditions?
- Have you recently compared the value of your home to market price trends?
- Do you know if your home insurance is worth the market value of your home?
Thank you for your time. I would like to ask you to do so.
My business is based on referrals from wonderful people like you. Do you know someone who is thinking of buying or selling a home? We would be happy to help you. Thanks for thinking about that.
And if you, your family, or someone you know is going through a difficult time, please let me know. We will do everything we can to find resources and answers. Please consider me as a resource at any time. I would love to help you!
Happy new year!
Business plan for 2024
Reynolds also offers five tips for the goal-setting elements of your business plan for next year.
- Analyze your business in 2023. What was your biggest source of leads? How much did you spend on marketing? What worked well and what needs to be adjusted? You have to find a lead. Reynolds suggests focusing on people you can easily connect with, such as your place of worship, your former workplace, the parents of your child's sports team, or your Facebook contacts.
- Write down your goals and make them visible in your office. First, take your 2024 calendar and circle the holidays. Prioritize her family and don't put it on the back burner, she says. She then fills out a business plan, including the number of contacts, lists, and sales she needs to meet her monthly, quarterly, and annual financial goals.
- Create a daily/weekly work schedule that supports your goals. Reynolds says be sure to put a dollar sign next to income-generating activities, such as lead generation, customer follow-up, contract writing, role-playing, and building new skills.
- Create a marketing plan for each source of business. Reynolds recommends focusing on four sources of business that work for you: social media, geographic farming, expired property listings, and new home construction.
- Outline your professional and personal growth plans. A professional growth plan might include goals such as reading two books a month, taking a class, earning a certification, or attending a seminar or conference. Personal goals include scheduling a date with your spouse every Friday, having a kids' day every Saturday, pursuing a hobby or interest, and creating a savings plan.
