MASTERCLASS #2 - ​Relationship Marketing

Updated: Apr 28, 2020


If calling your database (and asking for referrals) makes you feel like a pest... watch this. In truth you'll always feel awkward when calling and the reason of the call is for business. Especially if you haven't talked to them in a long time.

I suggest you call with a softer touch just to break the ice and build a fresh relationship. You can always fit in the business side when and if the conversation is flowing that way.

This is vlog number 2 in my new series. A comment is worth a million bucks to me. Please make me feel rich by interacting with me below. I really do want to make this more like a community


Hey, what's up? It's Danny Wood here. I wanted to do vlog number two, which was going to be on relationship marketing. And a lot of real estate agents, they feel awkward when they're calling their database and I can totally relate. I'll tell you why. One of my life's goals is to have joy with everything that I do, and if I don't have joy doing it, I don't want to do it. Especially when it comes to work. We're trading time for money. It's one of the most valuable things. Time. And we're just wasting it on things that we don't like doing. So if it's not bringing me joy, I don't want to do it. And the joy totally was sucked out of me. As soon as I got into the real estate business, I walked in the front door and they gave me a wadded up crusty bunch of pieces of paper glued together.

I think they call it a phone book and they wanted me to go through such a book and cold call these people. I'm like, "Hold on, cowboy. I'm out on the middle of a desert, but that doesn't mean that's what I want to do. Anything else you can suggest for me?" And they're like, "Yeah, we got a couple more brick walls for you. How about you bug your sphere of influence? I mean, call your sphere of influence?" I'm pretty sure it's what they said. Yeah. I had to call my sphere of influence, my friends and family, Hey Joey, it's Danny Wood here. I haven't talked to you in 20 years, but I got my real estate license now and I'm really eager for that commission. How are the kids?" It didn't sit well with me. I didn't want to do that. So I'm like, "Okay, what else you've got?"

And they're like, "Well how about you prospect complete strangers for sale by owners and inspireds" and I'm like, "Oh my gosh, this is not why I got into business. I don't feel good. I don't want to show up and do this sort of thing." And this is the truth. It's hard for you to be inspired when you feel like an ass and if you don't have a good reason for why you're calling people you feel like ... and it wasn't until I discovered I needed a why that was bigger than me. Before with all the other past sales training I was taking, it was all about business first and it didn't sit well with me. So what I started doing was calling people for bigger reasons, that was more about them than it was for me. I came up with a two plan system. Plan A was the reason for the phone call, A stands for awesome.

Anything that was fun, positive and share worthy. That's why I was calling them. Plan B was business and I would pepper that in the conversation when, if and where it felt fitting. I never force the business conversation, I just let it flow. Let me show you a couple of examples.

You should gather a couple of agents from your office and do a yearly clothing drive. It's something you can all add to your marketing calendar as a yearly event. You'll be able to reconnect with everybody in your database with a positive touch point. It's easy. You just call them up and say, "Hey, we're doing a clothing drive. I'll swing by and pick it up. Would you participate? Just put it in the bag." A lot of people will say, "Yeah". And now what's happening is you got a face to face conversation because you're going to swing by and see them.

You're updating your database with their mailing address and their home address, which is key for a real estate agent to have and it's something you can do even quarterly if you wanted, but at least yearly do it as a group. You'll get positive press release. You can have a blog, social media and a whole bunch of stuff out of it. Above and beyond, just you connecting with people on a positive level.

Now we've all gone through these calling programs and coaching programs where they have us burn through our database for the first time and it's a blitz and you're like taking selfies of you doing and that's great. However, if you ask most agents three months later, if they're still doing it, they aren't. Most aren't. And the reason for that is because the second, third and fourth phone call, you run out of ideas.

Now remember I said everything I do is all about joy and it's inside me. Well on a quarterly basis I would set something in the future that was fun and totally random and experiential like a Segway tour or a fishing trip or poker, wine, beer tasting, it doesn't matter. It was always experiential and fun and that gave me another reason to connect with people and it was always different.

One time it might be a self-defense class, another time it could be a CPR course or maybe it's a make and take where it's a seasonal thing and we all show up, make stuff and then take it home based on that holiday. Be creative but have something on your horizon at all time because that's what makes it easier to pick up the phone and enroll people. Now as a self-employed professional, you obviously know other self-employed professionals and a lot of people in your database are going to be self-employed as well.

So why don't you do a share intel where everybody shows up at a restaurant or something and they go around table and talk about who they are and what they sell, like their product and service and then they tell one example of how they generate business. That's going to create cross pollination between other people in the room. So not only are you going to be the key player, the person in the center that organized the whole thing, but everybody else is going to get value from it and maybe you can do it on a quarterly basis, maybe even monthly if it gets big.

Now the whole time I'm calling people about my plan A in the back of my mind I'm thinking of plan B. When it's fitting, I'm going to slide in the business conversation depending on who the people are and more importantly depending how the conversation is currently going. If it's uplifting and I feel like they have time to talk a little bit longer, I'm going to go into plan B.

So an example of plan B is the homeowners. If you know somebody who owns a home, which I hope you do, you can call through your database and let them know, "Hey, we got this nosy neighbor