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Some people think that when they are looking for partners or investors or sellers that they only need to talk to them a couple of times. 👨💼🤔
Potential customers need to be nurtured.
What that means is they need to be in constant communication with you and you need to be helping them understand what it is you do. I have had people invest with me who I have never talked to before and who had been following me for a year. And they finally contacted me and say, “Hey, listen, I've been looking to invest in real estate. What can we do?” 📞🗣️💰⏳
Something might have happened in their personal life and, and something might have made it so that now is the right time for them to invest.
The main idea behind nurturing prospects is building a relationship.
A lot of people will not take the time to nurture their prospects. I see it all the time on LinkedIn. People come in and they request a connection with me on LinkedIn. I will usually accept it right away. Then I get this auto message “Hey, Jim, I'm this guy that does this. If you'd like to get on the phone with me right away let's do so.” I unfollow right away. 🕐👨💼🤝✉️
Nurturing isn't just done through emails. It's also done through your social media.
For example, on LinkedIn, you want to say, “Hey, great connecting with you. Let's keep in touch.” Then maybe a couple of days later, you send them a message about this article on something that might be of relevance to them and you in whatever your commonality with that person is. LinkedIn nurturing is similar to nurturing your email campaign. 📞🗣️⏳📄
Nurturing is about building that relationship.
It's continuously maintaining contact with that person. There's a book out there called Jab, Jab, Jab, Right Hook by Gary Vaynerchuk. And what he says is you go out and you give them content and more content all the time. So at least three pieces of content. For real estate, it could be something about your geographical area. Like talk about the house prices in your area; talk about mortgage rates in your area; talk about some trick to do with real estate investing; Put out three different pieces of content. Then maybe on the fourth one or the fifth one or the sixth message, then you can say, “Hey, listen, I've got this program that you might be interested in. Would you like more information about it?" or maybe you could say, “Here's a link to an upcoming webinar that I think you might find interesting. You should check it out.” Or “here's another piece of content that you might be interested in”. 📈📞👨💼📙
And what you could always do on these emails/messages is you should always put your link at the bottom for information purposes only. It doesn't have to be a hard sell.📧✉️🗂️
Remember, the idea is you are trying to build up a relationship. 🤝
You are trying to build the relationship to the point where these people know, like, and trust you.
A lot of these influencers out there, that's what they do. That's what guys like Grant Cardone and Gary V do, right. They've built up a huge following because they are constantly putting out content. And then when it comes time to promote anything they send an email to their list. In the case of grant Cardone, if he's promoting one of his courses or one of his books or whatever, then he'll do a special event just for that. 👩💼👨💼📄📧🗂️