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what's up everybody wait vander molen here Stuart title and in today's video I want to talk about keeping your real estate sales funnel full so if you're on my website dc:title guy.com I just wrote a blog go check it out and I tell a story on there hi I had lunch with a client last week who mostly works by referral which honestly that's how a lot of agents work and he was talking to me about this different activities that he was doing to hopefully generate more clients and it mostly involved pot buys and writing notes and making some calls but primarily to his sphere of influence so my next question was is how big is your database because if it's limited meaning that if it's 50 people I think he said it was 67 people then if you're not chasing or going after or cultivating new relationships with people then your entire world is 67 people right that can either directly use you for real estate or refer you to somebody who can so and in my opinion that's a problem because for me in title at my whole world was 20 clients then and maybe not every client sent me a deal every month and my world is only so big so maybe in a good month I'm here in a bad month I'm down here so I need to make sure that my business wants to keep growing I got to keep adding new people Realtors and lenders are no different so there are several ways especially if you're new to grow your database add people to your sales funnel because you always want to make sure you have people coming to the top to come out the bottom there's not you know if I'm a if I'm someone who is a referral partner but I've referred to you my cousin brother neighbor and I don't have anybody else to refer you right now then that's it right I am dried up so you got to keep filling it with new people so one of them I learned at a Brian Buffini event which is great it's called the mayor campaign so let's say you're meeting with someone and you're talking to them and developing a relationship and you say hey you know I can ask you a question if you were buying or selling a home or had a friend or family member who was do you have a realtor that you would refer them to and if they say no great I would love to add you into my database add those people in it's just taking the initiative to ask people that sort of thing it's called the mayor campaign okay so one more time if you were buying or selling a home or had a friend or family member who was do you have a realtor that you would refer them to okay think about that second secondly I tell Realtors that when you're doing transactions even if you've just done five transactions in a year add the other side of the transaction to your database so if you're the buyer's agent add the stellar for the sub listing agent add the buyer yes could you possibly come into conflict with the realtor saying here you don't don't market to my client then apologize and take them off but I would kind of assume that in many instances the realtor is not doing that so Adam into your database I every Christmas I get a card from the listing agent who when I'm my wife and I bought our condo the listing agent on the on the condo we get a Christmas card from her every year so she's passively but still marketing back to us and keeping herself in front of us so I think that's very smart number three client appreciation events so of course you're inviting sphere of influence past clients family whatever but talk to these people and say bring a co-worker bring a family member bring a friend bring a neighbor bring somebody that they know who they think might be a good fit to work with you and also possibly might have a real-estate need in the next 12 to 24 months so you can start building that relationship that's another way to add people to your database and keep the sales funnel going number four push out new content okay Facebook Instagram LinkedIn YouTube whatever where your prospects and potential clients hang out that's where you got to be and pushing out educational content to these people to create engagement is a must and you can develop relationships and business off these platforms I do it all the time and so can you number five farming for sale by owners that are expired listings online leads right again you're these take a lot longer to cultivate these relationships but there's plenty of business to be had here and for every for sale by owner expired listing these are people who either may be realist or they end up listing with a realtor so that's another way to add new people that's those are those are right for the picking as well if you want to spend money on online leads that's it's all up to you of course we're dealing with non warm rule chips and they're tougher - sometimes they're hard to convert but there is money to be made there as well and you can always use that to grow your sales funnel so keep in mind that when you're growing your real estate business it's not a one-way approach it's yeah working by referral it's working past clients it's doing the pop buys it's doing the the notes it's doing all of that but it's also making calls the mayor campaign client appreciation events using social media so the top producing agents don't have a one way approach to generating clients they have like three or four or five so always keeping your real estate sales funnel full I'm wait wait van wait vandermolen it was through a title and if you're on my website DC title guy com make sure you subscribe to my website at the top right hand corner you can always fill up a form below if you have any questions or needs or email me directly at W Vander at Stewart comm and if you're on youtube take a moment to subscribe to my channel because every time I post a video you get an email in your inbox with it and hopefully that is valuable to you and I will talk to you soon