Now that you have built your database and you are communicating with them in a way that they are getting some value, it’s time to start getting some business from your database. Frank Klesitz today will have some thoughts on that as he tells us about lead scoring.

Here is a great question you should be asking before sending anyone anything from your database. Would these people be prepared to pay for this information? If the answer is no then it has no value. That’s why we now know that sending listings to a database is a waste of time. Frank Klesitz today has some great ideas about what you can send.

Let’s face it, when you’re talking about the quality of a database it has to be more than just a list of names. Anyone can do that …. in fact all you have to do is give them a phone book and they will have a database. It’s about how you talk to these people and how often you communicate with them. Frank Klesitz specialises in helping agents develop their database and today he talks about how easy it is to add new people.

This week we introduce as our special guest Frank Klesitz who has developed a business that specialises in helping agents with the development of their database. Today you’ll focus on reconnecting with those people who you may not have spoken to for some time. What to say and how to say it.

“Start with the end in mind” is great advice if you’re looking at starting your own business. From there you have to work back to where you are today, to fully understand the steps you need to put in place to achieve your goal.

This is a good time of year to be taking stock and reviewing the goals you said at the start of the year and generally checking how the business is progressing. Have you had a passion to open your own office? Stephen Atcheler did that several years ago and he’s got some views on how he could’ve done it better.

Sometimes just keeping up with technology is a challenge but knowing what to adopt and when to adopt it is an even bigger challenge. Hear a young agent’s take on this and we give you another step in your rent roll health check.

It’s easy to be wise in hind sight but it’s also good to reflect on the lessons you learn along the way. What would you change if you could do it all over again?

We revisit with an old friend who is in fact a very young friend about how he is going with his new business. Now is a great time to undertake a rent roll health check and we’ve got the pointers for you this week.

Today we get some negotiation tips from a master negotiator and Mark Dwyer addresses some self-limiting beliefs.  If you’re only just starting to embrace the idea of big data, hold five. The third wave is Fast Data. Fast Data is more about insights and tools that turn complicated datasets into deliveries that are easily understood by normal human beings and can be quickly used to make good decisions.