6 Strategies for Remaining Front of Mind with Your Leads

Business growth is challenging. The search for houses that meet your requirements takes perseverance, diligence, and tenacity. More importantly, you must stay top-of-mind with your prospects to ensure that no chances fall through the cracks. When done well, this is easily a full-time job.

However, you have a lot going on in your life, and real estate buys are probably not one of them. It comes into the category of not urgent but important, whereas the urgent and essential issues consume the majority of your attention. As a result, well-designed systems are critical to constructing and maintaining a pipeline.

The core of this method is a well-planned investing strategy and target list. Following that, concentrate on developing procedures based on the RAD framework - remind, automate, and delegate.

Opportunities and Value

Lean acquisitions teams rely heavily on broker connections, which come and go according to the broker's marketing schedule. This is the simplest method for filling a pipeline with advertised offers. It falls short, though, when considering how many appealing deals develop outside of the marketing process.

The universe of transaction sources that any investor should get acquainted with includes brokers, owners, and powerful third parties. These connections fuel continuous business in both marketed and off-market prospects.

Value is vital for being top-of-mind with your prospects. Learn what motivates them and how you may help them achieve their goals. After you've spent time learning about their wants and goals, you'll be able to identify any gaps that may exist now and in the future.

Friendships grow over time as a result of a strategy of consistent, varied, and regular touches.

You live in obscurity for your possibilities at first. They don't like you or dislike you. They're merely unconcerned with your existence. One advantage is that you can get away with many bungled cold calls and emails, but ultimately you need to break out of obscurity and establish yourself as a market player.

It's not so much who you know as who knows you.

Social media noise, a chaotic 24-hour news cycle, a plethora of entertainment alternatives, and very advanced algorithms are all clamoring for your attention. You must concentrate on relevance, which results from constantly providing value to your prospects beyond the initial encounter.

Use all channels of contact, including phone, email, text, social media, public relations, networking events, in-office meetings, and conferences. Each has its own worth, and the aggregate of all appearances contributes to your overall importance. Don't be concerned about overexposure; there is none in today's economy as long as you vary your approach.

1. Simply checking in

Dropping a quick letter to indicate you're interested in their life is the simplest approach to stay top-of-mind with your prospects. "We haven't spoken in a while; just checking in to see how you're doing," for example.

You can give a brief status update, but keep it succinct, to the point, and value-oriented. That is, concentrate on the aspects of your life that might benefit others. For example, emphasize new skills or team additions that might benefit their business.

Close your SMS, email, or direct message with something that makes responding easier. Most individuals will almost certainly not respond to you. Nonetheless, they appreciate that you obviously respect their time and do not take no answer personally. "I realize you're busy, so no rush to react," for example, should suffice.

2. Current Events

If you missed it...

People who are always on the go have a tough time keeping up with the newest news. Something will always slip between the gaps. This allows you to serve as a helpful resource by identifying potentially vital news.

Your own public relations and news coverage should take precedence here. Emailing and sharing stories that promote you and your organization are excellent ways to raise your profile as a thought leader in your sector.

Whatever you're presenting, add value by summarizing and emphasizing the most critical lessons. Your prospects may click the link or read more, but they will value one or two bullet points that summarize the main elements.

3. Content Curation

Articles, infographics, and videos that assist your prospect in resolving reoccurring issues may have a greater impact than news and current events. These have the extra virtue of being current throughout time and appealing to a wide range of people.

When developing a personal or business brand, your point of view is critical. Your goal, values, and purpose are revealed by the content you find useful and sharing. Content curation helps you to establish that profile without having to spend time producing it yourself.

You may distribute selected information in a variety of ways. Social media and email are the most obvious ways to communicate, but a phone call or text message might be even more beneficial. These methods allow you to incorporate your own ideas into a more intimate dialogue, which boosts your standing.

A single component may go a long way in your network. A well-organized database with interest tags connected with each contact allows you to reach a large number of people. You may easily set up a mail merge to send the information to a select group while not annoying other people on your network.

Consider introductions to be a type of content to be used liberally across your network. When you link people, your standing as a valuable member of your network multiplies by a factor of ten. Always clarify that the receiving party are open to the introduction before proceeding

4. Exclusive Material

Your brand is the foundation of your efforts to remain top-of-mind with prospects.

It takes time and several touches to build a company or personal brand. The procedures described here are simple, entry-level methods for establishing relevance. Content production, on the other hand, is the future, and the future is now.

The most effective strategy to manage the message that impacts the possibilities that come your way is to create exclusive content.

Too many businesses and people put off creating content for two reasons: analytical paralysis and impostor syndrome. Simply put, too many individuals believe that creating content takes too much effort and exposes you too much. Neither should prohibit you from starting.

Proprietary content might be as basic as a monthly newsletter or as complex as a complex digital marketing plan. The scope is entirely determined by the amount of time and money you are willing to invest. Nonetheless, a lean content approach is preferable than none at all.

Begin by providing information that humanizes your organization or yourself. People conduct business with their friends, and they are more inclined to do business with successful friends. To become a resource, highlight wins and embrace the gentler aspect of your business.

5. The Thought That Counts

Few things have the same impact as a thoughtful gift.

The key to a successful gift-giving approach is to stand out. You can cut through the clutter by emailing something like:

Is completely out of the ordinary, directly meets a stated need, and/or arrives when no one else is sending anything / simply because a superb present has no strings attached. Logo and promotional things are more akin to conference swag than a meaningful present. Books, food, beverages, and practical objects are all excellent options.

Avoid giving Christmas gifts at the end of the year. Because there is so much noise throughout the Christmas season, most gifts and cards make little impact.

A meaningful present given in the middle of the year on a thoughtful day may have a huge impact. A inexpensive bottle of sunscreen, for example, on the Fourth of July may have ten times the effect of an expensive bottle of champagne after Thanksgiving.

6. Meetings in Person

A set of studies published in the 1960s underlined the importance of nonverbal communication. According to Albert Mehrabian and colleagues, the combination is "7% verbal, 38% vocal, and 55% facial." This combination is divisive among experts, yet the notion is tough to dismiss.

Humans are social beings. So much of communication is dependent on how your companions convey their words. That connection is essential for pushing partnerships forward meaningfully. As a result, if feasible, schedule an in-person encounter to stay top-of-mind with your prospects.

Meeting preparation is dependent on research, mentality, and environment.

The fundamentals of research include a check of the prospect's social media accounts, website, and biography. More in-depth investigation of transaction history and potential overlapping networks can also help to improve communication.

Both mindset and environment are critical. Being open and responsive is essential for connecting with someone on a deeper level. This is due to having an active mental model, but it also greatly depends on the surroundings.

Arrange meetings when and where it is convenient for you - conference, coffee, lunch, etc. - but adapt your approach to the situation. Prepare a few ideas in order to arrive at the meeting with a relevant and value-oriented agenda. Only leave the meeting until the next step has been confirmed.