How To Get 3 to 4 Listing Calls From Your Database Every Month

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

What would it feel like to get three to four “come list me” calls every month? Imagine your database creating opportunities for you every month, with homeowners calling to hear your presentation and consider listing their property with you. That kind of consistent opportunity is not luck; it’s a process that starts with your database.

Build your database. Add all your centers of influence and past clients to one place. Talk to your team or company because chances are, there are past clients in someone else’s database who haven’t been contacted in years. Adopt that database and start nurturing it.

Don’t forget to include acquaintances as well. You might know people from your kid’s soccer team or other community activities. You see these people regularly, and if they started receiving emails from you with helpful real estate information, it wouldn’t feel intrusive. Over time, these acquaintances can turn into advocates, ask for your help, or refer others who are looking to buy or sell.

Manage and nurture your database. Having a database is one thing, but a database without action doesn’t create results. Make sure you have their full contact information, like their name, email, address, and phone number. Once everything is organized in one place, you can start nurturing your contacts with a consistent plan.

Now that you have your database, the next step is a structured 60-plus-touch program. This is how you consistently stay top of mind and generate those “come list me” calls. Here’s how it works:

1. Send two custom emails every month. One should be a video market update for your town. Record the video, include the link in your email, and send it out. The other should be a helpful email with valuable content. Together, these two emails represent 24 touches over a 12-month period.

2. Text your contacts every other month. Check in with your contacts via text every other month. A simple message to see how they’re doing keeps you top of mind. This adds six more touches, bringing the total to 30.

3. Call them once a quarter. Maintain personal relationships by calling your contacts once every quarter. These conversations build trust and intimacy, adding four more touches, taking you to 34.

4. Send monthly market activity reports. Use technology like Real Geeks or other market activity report tools to send updates once a month. This adds 12 more touches, bringing your total to 46.

5. Send quarterly, semiannual, or annual reports. Include additional touches through quarterly reports, semiannual updates, and annual summaries. This adds about four more touches, reaching around 52.

6. Use automated systems. Utilize automated systems, like HomeBot or similar, to touch clients multiple times throughout the year. This adds another 12 touches, taking you over 60 touches in total, all delivering valuable content.

If you follow this process, your database will begin generating “come list me” calls in no time. It’s not complicated, but it does take consistency and organization. By putting all your contacts in one CRM and running a structured 60-plus-touch program, you’re giving yourself the best chance to turn your connections into opportunities.

If you ever want guidance or coaching on this process, go visit realestatesalessolutions.com. I’m happy to help.