Database, Calling Database, Four Touches, Outreach Calls Database, Calling Database, Four Touches, Outreach Calls

The Importance of Calling Your Database


Calling out to your database is an important aspect of your business. Today, I’ll go over a couple of templates to make this process easier.

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In a previous video, I covered the concept of doing 26 touches a year through video. Today, I’ll be covering the next four touches in the 36-touch campaign: calling your database.

Making these calls is something even top producers can feel uncomfortable with. This is why I want to give you a simple template for making these four touches as painlessly as possible.

Four touches a year translates to calling through your whole database on a quarterly basis. The easiest way to achieve this is by dividing your database into thirds. Call the first third in January, the second third in February, and the final third in March. After that, you repeat that cycle for the rest of the year.

Let’s take a look at some simple math to better explain this process. For this example, imagine you’ve got 400 people in your database. That being the case, you would need to speak to 133 people per month. This may sound a little intimidating at first, but let’s break it down even more.

To reach 133 people a month, you’ll need to talk to 33 people per week. In a five-day week, this would mean making seven outreach calls to your database per day. These seven calls take about an hour, in my experience.

When you work your 36-touch program properly, you can expect a 10% return on your database. So if you call seven people every day five days a week, you can expect 40 transactions a year strictly as a result of these efforts. I don’t know about you, but I think that definitely makes that one hour of daily lead generation worth it.

"When you work your 36-touch program properly, you can expect a 10% return on your database."

After making calls in the first quarter, though, some people aren’t what to sure to say in later calls throughout the rest of the year. I have a very simple solution to this. Two of your calls each year will be about building the relationship and two calls will be about asking for referrals and building your business.

Relationship-building calls could involve you simply checking in on the house, asking if they need any contractor referrals, or even just saying hello.

As for business-building calls, this is the time to ask for referrals. However you want to do this, all that matters is that you ask. A lot of the time, people won’t be able to think of anyone off the top of their head. If this happens, there’s no harm in asking if you can give them a follow-up call later on.

You may also encounter people who actually have given out your business card to people they know. When that happens, respond by saying, “Wow, thanks for that. Can I share something with you? I find that when you give out my business card, something funny happens. These people only call me 5% of the time. If you could help introduce people to me directly, it will help me make sure I connect with them.” This is a great way to make sure you are able to follow through on potential leads. If you implement this, you will get far many more referrals.

Overall, all of the touches in this 36-touch plan come down to planning, time-blocking, and executing.

If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.

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