Want to see a magic trick?
I’m going to show you how to do it…and then you’re going to get to do it yourself. 😊
It starts by gathering up everybody who has ever inquired about doing business with you…but didn’t.
Look in your email.
Your phone.
Your text messages.
Your CRM.
Your notebooks.
Your desk drawers.
Even between the sofa cushions. :)
Find the people who requested information, asked for a quote, scheduled a conversation, or raised their hand in some way…and then disappeared.
Maybe they ghosted you.
Maybe you dropped the ball.
Maybe life simply got in the way.
Whatever happened, we’re going to send them a simple, personal email:
“Hi Nancy…are you still looking for a house in Georgetown?”
That’s it.
No explanation.
No offer.
No link.
No “if you are, here’s what I can do for you.”
And definitely no “if you’re not, that’s okay too.”
Ask the question…and then stop.
One of our real estate clients had accumulated more than 1,000 leads from people searching for homes in Georgetown.
Then her mother got cancer, and she stepped away from her business for eight months to be with her.
When she was ready to return, she thought she would have to start all over again.
But those leads hadn’t disappeared.
So we sent them one simple email:
“Hi are you still looking for a house in Georgetown?”
The replies started coming immediately.
She met with one of them that weekend…and they bought a house on Sunday.
That’s the magic.
The people who raised their hands weren’t necessarily saying no.
They may have simply been saying, “Not yet.”
And now we’re not trying to convince anybody of anything.
We’re only looking for the people who are still interested…and willing to engage in a dialogue.
So that’s your magic trick for today:
Gather up your old leads.
Send each of them one simple question.
And don’t solve the mystery.
You may be amazed by what comes back to life. :)