Daily Calls

Why Making Calls is the Most Important Thing You’ll Do

Let’s start with this truth: The most important activity you can do every day as a real estate agent is make calls.

But not just any calls—intentional, relationship-building calls to people who already know you, have heard of you, or who you’ve been introduced to through your marketing efforts.

What’s the Point of All This Marketing?

You’re probably spending time on things like:

1. Marketing to your Sphere of Influence
2. Asking for Referrals

3. Networking with Referral Partners
4. Social Media Posting
5. Running Ad Campaigns

Here’s the purpose of all of it:

To identify someone to call.

Every single one of those efforts is a tool to help you build a contact list of people who know you, like you, and trust you—or are on their way there.

Understanding the Two Types of Marketing

There are two types of marketing in real estate:

1. Relationship Marketing

Focused on building long-term trust

"How can I stay valuable to you, even when you’re not buying or selling?”

Leads to repeat business and steady referrals

2. Transactional Marketing

Focused on one-time deals

Are you buying or selling right now?”

Often leads to cold conversations and short-term thinking

How You Follow Up Matters

Once you’ve made contact, your follow-up should always be:

1. Permission-Based

You don’t need to chase or pressure anyone. Instead, ask permission to stay in touch, share helpful information, and continue the conversation over time.

2. Consistent

Set reminders, use your CRM, and stay top-of-mind with regular follow-up—calls, texts, DMs, or emails—whatever works best for that contact.

3. Value-Driven

You’re not just checking in. You’re offering insight, advice, updates, and real value every time you reach out.

Bottom Line for Your Daily Plan

1. Every day, your #1 priority is to identify and call people in your network.

2. Marketing tools help you find them.

3. Follow-up helps you keep them.

4. Consistent communication builds the kind of business that lasts.

Your book of business isn’t built in a day—but it is built daily.

Customer Relationship Management Software

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Onboarding

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Onboarding

1. Ideal Clients - Persona/Demographics

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2. Problems/Solutions

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3. Qualified & Motivated

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Customer Relationship Management Software

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Headline

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Onboarding

Headline

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Headline

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Headline

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Sphere of Influence

Your SOI is everyone who knows your name — even casually.

How to identify who to call:

Export your phone contacts, email list, or social media friends.

Highlight people you’ve done business with or who know you personally

Prioritize those who recently bought/sold/moved, or who work in people-facing industries (teachers, barbers, hairstylists, etc.)

🎯 Pro tip: Start with 25–50 people and tag them in your software account as "SOI - Warm Contact"

Calling Script:

Hi, is _____ (name) there? This is ____ (name) with Silverback Group Realty. How are you doing today? I wanted to quickly introduce myself—I'm a local real estate agent, and I send out a monthly newsletter to keep people in the loop on the market, share helpful tips, and provide insights whether you're thinking about buying, selling, or just staying informed.

It's great, once a month, and always focused on value. Would you be open to me adding you to the list?

Also, while I have you—do you have any questions about the current market or anything related to buying or selling? I’m happy to be a resource anytime.

Marketing By Referral

This is about activating people you’ve helped or built trust with.

Who to call:

Past clients

Friends/family who’ve referred others

Vendors and business partners (lenders, inspectors, stagers, etc.)

People who’ve thanked you in the past or given testimonials

🎯 Pro tip: Ask these contacts, “Who do you know that I should be talking to this week?”

Calling Script:

Hi [Name], this is [Your Name] with Silverback Group Realty. How are you today?

I’ve put together a free downloadable guide that I think you might find really helpful—it covers things like [brief description, e.g., “how to prepare your home to sell,” or “what to know before buying in today’s market”].

I’d be happy to email you the link so you can check it out, or even pass it along to someone you know who might benefit from it.

Would it be okay if I sent that over to your email?

3. Networking

Events, groups, and community involvement open doors to conversations.

Who to call:

People you met at recent events (meetups, BNI, Chamber of Commerce)

Anyone who gave you a business card

Other professionals in your industry (cross-promote opportunities)

🎯 Pro tip: Follow up within 48 hours of meeting, or go back through old event attendee lists

Calling Script:

Hi, is _____ (name) there? This is ____ (name) with Silverback Group Realty. How are you doing today?

I'm reaching out to connect with other professionals in the community and build mutually beneficial relationships. Is always good to know who we can trust and refer when the opportunity comes up.

To stay in touch, I send out a monthly newsletter with helpful real estate insights, market updates. Would you be open to me adding you to the list?

4. Posting on Social Media

Social proof builds curiosity. Your likes, comments, and shares = leads.

Who to call:

People who engage with your posts (comment, DM, like, or share)

People who post questions about real estate or local services.

New followers who look like they fit your ideal client profile.

🎯 Pro tip: Look at who viewed your stories or saved your posts and send them a quick check-in message

Direct Message:

Response 1: Thank You + Newsletter Invite

Thanks so much for your response! We love hearing from you. If you’d like to stay in the loop with tips, updates, and market insights, feel free to opt in to our monthly newsletter — we’d love to have you!

Response 2: Free PDF Offer

Appreciate your comment! As a thank you, here’s a free PDF we created about [insert topic] — packed with helpful info just for you: Download it here.

5. Running Paid Ad Campaigns

Lead forms, landing pages, or direct messages from ads.

Who to call:

People who opted in with name, email, or phone

Leads that clicked on “learn more” or filled out a short quiz

Use your software account to tag, segment, and automate follow-up

🎯 Pro tip: Call within 5–15 minutes of them opting in to maximize engagement

Calling Script:

Hi is [Name] there, my name is [Name] with Silverback Group Realty. I noticed you responded to one of our online ads about buying a home and wanted to personally reach out and introduce myself.

I’d love to learn more about what sparked your interest and where you are in your home search journey.

To stay connected, I offer a monthly newsletter with valuable tips, market updates, and featured listings. If you’re interested, I’d be happy to add you—no pressure, just helpful info when you need it.

Three Basic Questions:

1. We’d love to keep you in the loop with our monthly real estate newsletter—would it be okay to add your email? What’s the best email to use?

2. We also offer a free downloadable PDF about [description]. Would you like me to email you the link?

3 To help narrow down the right options, what would be a comfortable monthly payment for you when buying a home?

1. Headline

The fastest way to grow a sphere of influence in real estate is by consistently meeting and connecting with more people. Building genuine relationships starts with simple conversations—so having go-to conversation starters is key. These openers help break the ice, spark interest, and lead naturally into learning more about someone's housing goals. The more meaningful connections we make, the more opportunities we create to help people buy or sell a home.

The purpose of our core marketing strategies is to generate contacts, build targeted lists, and attract leads—ultimately growing an opted-in sphere of influence. Once someone is in our sphere, we continue nurturing the relationship through consistent communication and strategic conversation starters. These conversations are designed to identify qualified prospects and guide them through the buying or selling process. By regularly calling and following up with contacts, leads, and list members from our marketing efforts, agents can strengthen relationships, build trust, and convert more prospects into loyal, closed clients.

Sphere of Influence

Ideal Client Profile

Identify Easy-to-Find Client that will Close: First-Time Buyer (Married, Kids, Renting, Employed)

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Marketing By Referral

Similar Ideal Client Profile

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Networking

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Organic Posting

2 Reels + 1 Carousel + 1 Story Per-Day

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Paid Ads

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Ken Van Camp

Real Estate Broker

MI Lic. #6502432895

248-508-4249

Address

MI Lic. # 6505432968

217 E. South Holly Fenton, MI 48430

Disclaimers

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