Believe it or not, real estate is a math equation. There is a direct correlation between the things you do and the amount of money you put in your bank account each month as an agent. This means that you create your own reality. Keep reading to learn how to get a 10% return on your database.

When you’re just starting in the business, it might take you a little longer to develop conversation skills. But as you elevate and ask better questions to learn and understand motivation, you’ll start to see business growth. Create a recipe to build your business by asking/telling yourself the truth. To do this, get really clear on what you want, especially in number of transactions. Kill off all other options and think about your next first step. You’ll need to drive forward with action because taking action is paramount. 

To start, ask yourself how many homes you want to sell in the next year. Take that number, divide it by 5% and that number will give you how many people you should have in your database to realize the number of homes you’d like to sell. Once you have that number and know what the gap is, add the difference of contacts to your database in the next year to hit the number of sales that you want. If you need to add 100 people to your database, and you work 48 of the 52 weeks in a year, then each week, you need to add 2.08 people to your database. That may seem overwhelming but remember, you have to walk before you can run.

Decide on how many touches you want to make and what type of touches those will be. Then, come up with a Relationship Service System. If you haven’t heard of a Relationship Service System, it’s a strategy designed to develop strong connections with clients by providing them with information directly suited to their needs and interests. By implementing a Relationship Service System, you’ll have is a duplicatable, predictable, long-term, sustainable business, and that’s what we want!

The rules for a Relationship Service System are this: 

• Have a database and feed it daily. The benefits are to get more data for your database and it doesn’t have to be complicated. For which CRM will work best, it doesn’t matter which one you choose as long as you use it. It can even be an excel spreadsheet. 
• Communicate with it systematically. A business is the execution of accumulated systems. You want to create something that is systematized so that you don’t miss anything, and then leverage it in the future because it creates sustainability. Start with a goal of having 50 conversations, which will yield one transaction. If you’re not one to always want to call people, send text messages or private messages on Facebook. You can even post on other people’s pages, but you have to do something.
• Service all leads that come your way. Think about what your process is when you receive a lead and if that process differs between warm and cold leads. 

This takes time and effort every single day but it’s completely doable without massive amounts of people or money. The trick is to take action and be consistent. Little bits done consistently will give you the life that you want to live. All you have to do is take that first next step.