By Matthew Ferrara, renowned Philosopher & Speaker
Remember the days when you kept a few business cards of influential people in your wallet or purse? Perhaps they were friends, advisors, peers so important to your career, you never wanted to be without their information handy. Today you store hundreds of these contacts in your smartphone, but it’s still the same: What’s in your database are your keys to success.
Most of us have a database, filled to overflowing with everyone and anyone we’ve met over the years. If you were to scroll through that list today, you might be surprised to find you recognize only a small percentage of the records. Much like social media accounts, we’ve collected more than we’ve connected with in a meaningful way. Perhaps it’s time for a little housekeeping.
A well curated database should focus on the people who are most influential to your success. The people you’d take a call from at 2am in the morning; or could rely on to answer your email in the same day. Are you developing a list worth more than any other data you could download? If not, start by reducing it to a group of relationships that matter most. Move everything else into a separate address book.
As a salesperson, your sphere of influence is the heart of your business. Every system, tool and technique at your disposal should be aimed at strengthening relationships with this core group of connections. Every part of your growth strategy should start from your clean database of key people: The clients who work with you repeatedly. The friends who refer you regularly. The peers who help you solve problems and delight clients reliably. Only a painstakingly-nurtured database makes this kind of difference in your success.
High performing individuals know the difference between quality and noise. You get noise every day – filtering through dozens of half-baked emails that make it impossible to connect with a real person – when you would have been better off a quality conversation with one past client. It’s not volume, but deepness that matters in a database. Your database should help you recall what’s important to each individual: The depth of their lives, the context of their needs, the details of their last transaction, and their hopes and dreams.
In so many ways, a well-appointed database fuels your prospecting performance. How to reach them is just the beginning: What to say, and why, matters. Whatever the tool – an email, a call, an online ad – your database drives decisions around content and message. The higher the quality, the better the results of every engagement. Strong data goes beyond purchase history: it’s a matter of personal history. It helps you stay connected so strongly, you’re beyond the reaches of any competitor.
A deep database is a powerful asset; it helps build business today. It’s also something to sell in the future. When the time comes for an exit strategy, selling your business will depend upon the value in your database. Potential buyers of your database – a new agent, a growing team – won’t want a mere address book. They will pay for insights, reflections and recommendations on how to transfer your relationships to them. Any artificial intelligence could tell salespeople how to call your people, for a few pennies per contact. But your well-maintained database filled with stories – your human intelligence – will be a priceless ticket to retirement.
If you doubt how important your database is, consider this story: In 2010, the creator of Star Trek Gene Roddenberry’s rolodex sold at auction for about $1200. It contained contact cards for William Shatner, Leonard Nimoy and others from the now-famous series. And yet it didn’t do very well at auction because it was just a list of disconnected phone numbers. Nowadays people can connect directly with Shatner and Takei in an instant: They can forge their own relationships for free. A database of contact information is meaningless.
And yet if Shatner were to write a book about those relationships, fans would spend millions to get a copy. A book is just another kind of deep database – one in which context matters more than contacts – chapters more than the index. So, consider your database today. Is it full of clean, deep and high-quality content about the people you consider most important to your business? If so, you’re well on your way to taking your career where few have gone before.
By Tiana Baur
Your sphere is the lifeblood of your business, but there’s only so much you can know about every client in it. Public data is the one thing that can make all the difference. Using public data can help your marketing efforts be more tailored to your sphere, and, in return, make you stand out above the rest. Instead of focusing on a given neighborhood, with public data you can drill down to personal interests, like where people like to invest and donate to and if they enjoy reading books or watching sports.
This is where Moxi Insights comes into play. It’s our public data offering for agents to get the most out of their databases and to notify them when their clients are most likely to buy or sell. Moxi Insights gives quick and organized client information to agents through their CRM, from general demographics, housing info, lifestyle choices, financials, and hobbies to where clients/prospects donate and invest their money. Agents can potentially see if their clients have pets, drive certain cars, or if they’re a value shopper.
Notifications and badges let you see when people in your sphere are looking to downsize or could afford a larger home, signaling if they’re highly likely to buy or sell. All of this makes it easier for agents to maintain control of their sphere, and of course, save them some precious time.
Here are eight ways to use public data to make your marketing shine:
1. Instead of hosting a party for everyone, host smaller get-togethers with people who have a mutual interest. Invite golfers out for a round, get a guide for your fisherman fiends, host a wine/tapas tasting evening for your foodies.
2. Know your audience. Send investment opportunities to investors and charity/donation drives to those that like to give their money to a good cause.
3. It’s the little things that count. If you know someone is a book lover, invite them for a coffee at a bookstore instead of at a random Starbucks.
4. Send soon-to-be empty nesters your “Downsizing tips from the pros” guide. Moxi Insights informs you when people are probably thinking of downsizing.
5. Buy a suite or even a few seats to the next game. Invite your sports fans or send the tickets to them as a special treat.
6. Send all the highly-likely-to-sell people your “How to list your home” guide. Moxi Insights lets you know when someone is highly-likely-to-sell. Maybe they just had another kid and are going to need more room, or maybe they are living well below their means and are looking for an upgrade.
7. You get internet leads and you don’t know anything about them. Having a little background info on them shows you’ve done your homework. Everyone does the same thing before they get interviewed for a job – this is no different.
8. If anyone has a badge (which many likely will), send an unsolicited CMA, a handwritten note, or text or Facebook message them for a coffee or cocktail date just to chat and catch up. Spend extra time with them – not necessarily talking about anything on the Insights report but reconnecting with them at the perfect time.
Customer data is an extremely powerful tool – it’s time to implement it into your marketing strategy. Remember, knowledge is power. If you need more ideas for how to use public data for your marketing and real estate business, we’ve put together a list of 100 ways to use Moxi Insights to make the most out of your marketing efforts. You can download the entire eBook here.
An agent’s sphere is the lifeblood of their business, but staying on top of hundreds of clients and leads can be exhausting and time consuming. Wouldn’t it be great to immediately know details about their sphere and know when they are likely to list their homes? Public data can make all the difference.
Enter Moxi Insights
Moxi Insights is a newly released feature of our Moxi Engage CRM and is no doubt changing the game for sphere marketing with the help of public data. Moxi Insights gives quick and organized client information to agents through their CRM, from general demographics, housing info, lifestyle choices, financials, and hobbies to where clients/prospects donate and invest their money. Agents can potentially see if their clients have pets, certain cars, or if they’re a value shopper.
Notifications and badges let you see when people in your sphere are looking to downsize or could afford a larger home, and if they’re highly likely to buy or sell. All to make it easier for agents to maintain control of their sphere, and of course, save them some precious time.
The public data is there, but how are you going to take full advantage of it?
We’ve put together a list of the top 10 ways to use Moxi Insights to its fullest:
1. Send investment opportunities to investors.
2. Invite all your sports fans to a night out at the ballpark. Buy ’em a ticket, a beer and a hotdog. Save some money by taking them to a minor-league game (which are typically very fun and engaging BTW).
3. Send all the highly-likely-to-sell people your “How to list your home” guide. Moxi Insights lets you know when someone is highly-likely-to-sell.
4. Send about to be empty nesters your “Downsizing tips from the pros” guide. Moxi Insights informs you when people are probably thinking of downsizing.
5. Send invitations to the local gallery walk night to all the art fans. Do a meetup with them. Offer to buy them a glass of vino.
6. Got a boat and a bunch of boating fans? Invite them to a meet up on the lake. Have everyone tie up together and do a barbeque on your boat.
7. Quickly and easily learn more info about the internet leads you receive.
8. Learn the interests of your client or almost-client to buy them the perfect “thank you”, “happy birthday”, or closing gift.
9. Got a bunch of literature fans? Invite ’em to a local bookstore with a cafe and offer to buy ’em coffee and a scone.
10. If anyone has a badge, send an unsolicited CMA, a handwritten note, text or Facebook message them for a coffee date just to chat and catch up. Spend extra time with them – not necessarily talking about anything on the Insights report, but reconnecting with them at the perfect time.
The goal is to keep it real and find the human connection when you are working to engage and convert new leads or keep in touch with your sphere. Moxi Insights helps you do just that with the use of public data.
Here’s another look at Moxi Insights:
Like all Moxi Works products, Moxi Insights is mobile optimized through the Moxi Engage CRM and can be accessed on any handheld device, laptop, or tablet.
Find out more about Moxi Insights, our other products, and what the Moxi Cloud is all about right here.