How to Build a Database in a Few Simple Steps

Cameron Real Estate Group Careers Podcast with Tom Cafarella

There are a number of steps involved in building a database, so today I want to cover each of them in depth.

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Today, I’d like to tell you about building a database from which you can continuously prospect. This will help you get face-to-face with buyers on a daily basis.

When you start building your database, the first place you should draw from is your old buyer and seller leads, as well as your sphere of influence (or SOI). These sources are a given. It’s as simple as making sure you have all of these names, emails, addresses, and phone numbers in one central location.

After you have this data, you’ll need to enter it into a really good CRM, or customer relationship management system. The CRM I love for real estate is Follow Up Boss. Follow Up Boss has so many benefits and tools that I don’t have time to cover it today, but I do highly recommend this CRM.

After you get your sphere of influence and past leads inserted into your database, define who and what you want to go after. So, if you’re thinking of the kinds of sellers you want to draw, you need to define the kind of properties you want to list. You should consider price point, location, and other key factors. Your business requires a lot of time and energy. So, of course, you want to make sure your time and energy are being well spent.

For me, my business is mainly focused on real estate investing. So, it doesn’t make sense for me to build a database of sellers with houses built after the year 2000 since these aren’t the kinds of homes I’m looking to buy as an investor.

If you want people to reach out to you, you need to provide them with value and a reason to do so.

When you build your database, you have to think about what you want your bread and butter to be. Once you’ve defined that criteria, the next step is to start building up your database. When you do, make sure you’re inserting all the relevant contact information you can find. Along with phone numbers, emails, and addresses, it will also be beneficial for you to include social media accounts, as well.

Of course, inputting all of this data takes a lot of time. For this reason, I highly recommend making use of a virtual assistant, since they are very effective at building databases.

You can obtain the information you’ll need to build your database by exporting names and addresses from the MLS. From there, your virtual assistant will be able to find and input other contact information. If you have the ability to pay for a program like LexisNexis or Cole Realty Resource, or if you work for Cameron Real Estate Group, you’ll have your database built automatically for you.

Once your database is complete, you will market directly to it. My team breaks up our database by city. Then, we send out calls using a three-line dialer. We reach out repetitively and also put out ads on Google and Facebook. But remember, if you want people to reach out to you, you need to provide them with value and a reason to do so.

If you want to find out more about the way my team builds our databases, visit www.workingwithinvestors.com.

If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you.