Sean Carpenter, the CEO and founder of Sean Speaks, highlights the importance of personalized communication with one’s database. He emphasized the need to move beyond a generic approach. As a seasoned real estate professional, Sean shares insights on optimizing your database for maximum efficiency. He explains that not all contacts are equal. And that successful real estate businesses involve understanding and leveraging the various levels within one’s network.
The Levels of your Database
From a bird’s-eye view, Sean introduces the concept of the database as the first level, encompassing anyone with whom you have contact information. He urges agents to consider the diverse range of platforms where this information may be stored, stressing the importance of not solely relying on a phone for this data.
Moving to the second level, Sean identifies the “sphere of influence” as a critical aspect for agents. This sphere includes people who both know and are known by the agent. While everyone in the sphere is in the database, the reverse may not be true. Sean suggests aiming for an ideal sphere size of 217 people, emphasizing the significance of personal connections.
The third level involves clients, individuals who have conducted business with the agent in the past. Sean underscores the need to track and value these relationships beyond mere transaction numbers. He highlights the importance of the families served.
The final level, referred to as ‘the Bullseye,’ represents those individuals who strongly support the agent’s success. Sean recommends focusing on 20 key people in this category, suggesting a daily approach to deepen engagement and foster top-of-mind awareness.
By adopting a strategic approach on optimizing your database and starting each day with a focus on the innermost circle of valuable relationships, Sean asserts that real estate professionals can position themselves for a successful and fulfilling career.