What’s Your ‘Sleep Number’?

March 19, 2019

It’s not a setting for a bed. Rather, it’s the number of contacts you need to make daily with your sphere of influence in order to help reach your sales goal. “Once you hit that number for the day, you can sleep a little better at night,” said Brandon Hines, regional manager of sales and education at NRT, who kicked off Coldwell Banker’s Gen Blue conference in Las Vegas on Monday with a class on lead mastery. About 400 people attended.

Networking Concept

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Each person has a different sleep number, which was evident in the workshop with about 400 attendees, where some agents said they make 20 contacts a day while others listed only two. There’s no wrong number, Hines said, adding that “one person’s goals are different from another, whether you want to make $1 million a year in real estate or $100,000.” The class used an example of an agent wanting to make $66,000 a year. To reach that goal, the agent would need to make about seven contacts a day.

The focus of the workshop was about generating more leads through existing relationships. “The biggest message is to work your sphere and understand that the sphere is one of the best ways to generate business now and in the future, whether that’s through a drip campaign, social media, or phone calls,” Hines said. Even though technology is changing communication methods and increasing demand for rapid responses, “real estate is about relationship building and nurturing that relationship. ... We’re not going to get away from that. Technology will change, but to nurture that relationship and keep in contact with that person is not going anywhere.”

All real estate professionals should contact their entire sphere of influence at least once a month or, in some cases, quarterly. Use a CRM that enables you to send real estate market reports, information about certain neighborhoods, community events, or articles unrelated to real estate that might interest your contacts, such as pets, for example, Hines said.

He encouraged agents to extend their sphere beyond past clients and reach out to vendors, local businesses, and members of their church or volunteer organization. “Agents need to get out of their own head,” Hines said. “People don’t reach out for fear of being rejected or thinking they are bothering someone. This is in our own head. People don’t mind. Just reach out in a respectful way. Either they’re going to say yes or no—or let you know to call them back.”