Marcus Chiminello of Marshall White sells some of Melbourne's most prestigious homes and is universally acknowledged as one of Australia’s most successful and accomplished real estate sales agents.
On Episode 35 of the Top Agents Playbook podcast, host Ray Wood asked Marcus about his major success factors.
Marcus said: “I wanted to get good at client nurturing. I cleansed my database and focused on those I wanted to do business with, people who I knew were key influencers in my market or would have really great homes to sell."
With a contact database that ranged between 450 and 900 contacts, Marcus did just on $4 million in Gross Commission Income in calendar 2015.
Whilst the technology is important and can leverage your time, Marcus believes it's all about maintaining relationships with your past buyers and sellers; key local influencers and connectors.
Marcus lives by the maxim: “If you plan it, it happens.”
That's why he creates a Communications Calendar for the year ahead that details all the touch points each segment of his contact database will receive over the forthcoming 12 months.
All those touches are scheduled as tasks that get executed with diligence and commitment.
Marcus contacts his VIP and Active Buyer/Seller contacts at least 3 or 4 times a week - with a call, email, property alert, and market update.
All his contacts receive a bi-monthly hard-copy newsletter. With Marcus, there's less 'it can wait' and more 'get it done'. And a big part of his enduring success flows from identifying the must-do dollar productive activities like systematic contact and client nurturing.