The Authentic Agent Blog

Building a Strong Database

October 18, 2021

A lot of agents start out with a small client database. In the beginning, it’s just friends and family members who trust your opinion when looking for a place to live. But there comes a time where you need more clients in order to grow as an agent. So how do you go about building up your list of clients? It’s time to get organized! Remember, your database isn’t just a list of people, it’s a collection of relationships. Learn how to create a profitable database with this blog post, which includes tips on creating an effective database of clients and follow-up strategies. 

Tip #1: Write down a list of every person you know. This is going to start out small, but dig deep. You know a TON of people. Think of both personal and professional relationships. This can include doctors, teachers, neighbors. etc. If you really want to build out a dense database, but can’t think of more than 20 people, we have all sorts of resources included in our Authentic Agent course that will help jog your memory

Tip #2: Divide your list into 3 categories. Ideally your list is pretty long at this point. We want to break this list down to figure out what sort of relationship you have with each person. We call this ASE list:

  • Ambassador
  • Supporter
  • Earner.

The Ambassador list includes everyone who is easy for you to talk to. Usually this consists of close friends and family, but also should include every single past client. Past clients in this category are your biggest referral opportunities, therefore are important relationships to maintain. The Supporter list includes people you know, and they know you. Someone you could have a casual conversation with without it being awkward, or too uncomfortable, maybe your neighbors, or your child’s teacher.  The Earner list includes people you know and they know, sort of. You know OF them. Maybe a friend of a friend of a friend, or someone you met at an open house months ago…A.K.A-potential. Sort out your list carefully into these sections.

Tip #3: Develop a social media presence. This is an easy step, shouldn’t take you more than an hour, tops! In this day and age, everyone is online. Forget the phone book, and forget going door-to-door. You’ll want to make an account (or update your current one) to include your full name and that you work as a real estate professional. If you want to keep business business and personal personal, make a separate account strictly to connect with your clients. Add a headshot, bio, city, etc…you want your account to still show you’re a real person.

Tip #4: FFC. Friend, Follow, Connect. You’ve made the account, but the grind doesn’t stop there. You want to go through your ENTIRE list from step #1:

This is time consuming, but SO worth it. It’s such an easy way to stay connected, and it’s free marketing for you!  Take your time on this step, it’s vital in creating a strong, sustainable business.

Tip #5: Join Zillow. We know, we know…but seriously, all you have to do is make an account. Get your name out there, and start racking up some reviews, that’s it. Your clients are going to use Zillow, that’s just the way it is. It’s here to stay so it’s time to utilize it to your benefit. People trust Zillow, and like the convenience, even if you don’t agree. It’s good for your name to come up on sources your clients think are relevant and trustworthy.

Tip #6: Add contact information for everyone on your list. This one is going to take awhile, but having all of their information on standby is going to be super helpful in the long run. Ideally, you are looking for phone numbers, emails, addresses, etc. But it’s not a bad idea to jot down other important tidbits like: 

  • Kids
  • Profession
  • Pets
  • Hobbies

People love to hear you remember things about them, or are interested in their lives. Take the time to find as much information as you can, check out their social media, check who you already have in your contacts, or look online. Don’t worry–It’s not creepy, and plenty of information can be found without having to ask directly.

Using these few steps, you’ll have put together a strong database and a sustainable foundation for you to keep building on and improving. Your database is a collection of relationships, it’s your job to nurture and grow those connections over time. It’s the easiest part of the job! All we are here to do is keep you organized and prepared for anything that comes your way.

You’ve got this!


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