Sales and lettings
Your database could be your most neglected source of revenue
Before paying for more attention, examine the relationships you already have.
The opportunity may already know you
Past valuations, previous clients, buyers and landlords can disappear into the database while the team chases the next new enquiry. Having records is not the same as having active relationships.
A record needs a useful next step
A contact becomes more useful when you understand their circumstances, motivation and likely timing. If the notes do not tell the next person why a conversation matters, follow up easily becomes generic or stops altogether.
Make the conversation relevant
Someone who postponed a move needs a different conversation from a landlord reviewing their portfolio. Use what you know to ask a useful question. Respect people’s contact preferences and only use channels you are entitled to use.
Give follow up an owner
Decide who is responsible for each group of contacts, what a useful conversation looks like and how the next action is recorded. Review conversations, appointments and instructions rather than simply counting messages sent.
A practical action this week
Pick a small group of previous valuations with a clear reason to reconnect. Check their notes and contact preferences. Agree the purpose of each conversation, record what you learn and set the next step. Learn from that group before expanding the activity.