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

A business should use a CRM to help high-quality contacts move through the sales process because it brings structure and consistency to how relationships are managed. It allows you to track where each contact is in the sales journey, set reminders, automate follow-up, and personalize communication based on specific interests or behaviors. This focused approach ensures that your most valuable prospects receive the right message at the right time, helping you stay top-of-mind and build trust. Ultimately, using a CRM increases conversion rates and creates a more predictable, scalable sales process.

Onboarding

We use a CRM (Customer Relationship Management system) to segment ideal client profiles so we can organize, track, and communicate with specific groups of people more effectively. By tagging contacts based on demographics, behavior, and readiness to act, we can send targeted messages that are relevant to their needs. This leads to better engagement, stronger relationships, and more consistent conversions because we're talking to the right people with the right message at the right time.

Onboarding

1. Ideal Clients - Persona/Demographics

This refers to the specific types of people most likely to benefit from and respond to your services. It includes details like age, income level, lifestyle, family size, job type, and homeownership status. Identifying your ideal client’s persona helps you focus your efforts on the people who are most likely to buy or sell, rather than marketing to everyone.

2. Problems/Solutions

Every ideal client has pain points—challenges or concerns related to buying or selling a home. When you understand those problems, you can position yourself as the solution. Whether it’s uncertainty about pricing, stress over timing, or lack of market knowledge, your service and guidance should directly address those concerns and offer a clear path forward.

3. Qualified & Motivated

Not all contacts are equal. Qualified clients are financially and logistically able to move forward, while motivated clients are emotionally ready and driven to take action. Identifying who is both qualified and motivated ensures you're spending time with people who are most likely to turn into successful, timely transactions.

💎 Why Cold Prospecting Builds the Strongest Relationships

It’s Not About a Sale—It’s About a Conversation

Cold prospecting, done right, isn’t “salesy.” It’s service-first.

When you open with a helpful, relevant message—especially one that solves a problem or sparks curiosity—you’re not just introducing yourself. You’re making a human connection. That’s the foundation of every great business relationship.

They Didn’t Know You Before—So Trust is Earned, Not Assumed

This means every win you get with a cold prospect is built on authentic trust. You showed up consistently, added value, and kept it real. That’s powerful.

You Get to Define the Relationship from Day One

With cold leads, you control the tone and energy. You’re the guide. If you consistently show up as helpful, knowledgeable, and honest, you’re laying the groundwork for: repeat business, lifelong referrals, loyalty that's earned, not inherited.

Having Contacts to Call Daily

Having new contacts to call is essential for any business because it keeps your pipeline active and growing. By reaching out and getting permission to follow up, you expand your audience with people who are genuinely interested in what you offer. This steady flow of new, opted-in contacts gives you more opportunities to build trust, educate, and convert over time — all without relying on cold outreach or paid ads. It’s a sustainable way to grow your business with qualified, engaged leads.

Clear Message

Having a clear message that attracts your ideal clients is crucial because it speaks directly to the needs, goals, and pain points of the people most likely to benefit from your product or service. When your message is focused and aligned with your ideal client's priorities, it builds trust faster, increases engagement, and shortens the sales cycle. Instead of trying to appeal to everyone, a clear message helps you attract the right people — the ones most likely to convert, refer others, and stay loyal to your brand.

Onboarding

Why Conversation Starters Matter

Conversation starters are powerful tools because they lower the pressure of a first interaction and create space for trust to grow. Instead of jumping into a sales pitch, a good conversation starter invites someone to engage, share, and connect on common ground. They’re the first step in building a relationship that feels natural and human — not transactional.

Why a Monthly Newsletter Opt-In Is the Ideal First Step

Asking someone to opt in to a monthly newsletter is one of the easiest and least intrusive ways to start a relationship. It gives people the freedom to say yes without committing to a sales call, while giving your business permission to follow up consistently. It also positions you as a helpful expert who shares value — not just someone looking for a sale.

Why Multiple Starters Lead to Stronger Relationships

When you have a mix of relevant, non-pushy conversation starters — like helpful articles, tools, check-ins, or invites — it becomes easy to stay in touch without feeling repetitive or salesy. Over time, this steady engagement builds trust and positions you as a trusted guide, especially for ideal clients who need time to decide or refer others. More conversation starters mean more opportunities to deepen relationships.

PART 1:

Conversation Starters That Open Doors

Opt-In to Our Monthly Newsletter

Hey [Name], I send out a quick, no-fluff monthly newsletter with local market updates, off-market listings, and insider tips for homeowners and investors. Want me to add you to the list? It’s free, and you can unsubscribe anytime.

Downloadable PDF: How to Buy Your First Home

Hey [Name], I put together a short PDF guide that walks through the step-by-step process of buying your first home—financing tips, mistakes to avoid, and how to win in today’s market. Would it be helpful if I text or email that over to you?

Downloadable PDF: How to Find Off-Market Deals

Hey [Name], I created a quick resource on how to find off-market real estate deals before they hit Zillow or the MLS. It’s perfect for buyers or investors looking for an edge. Want me to send it over?

PART 2:

Ongoing Messages They Actually Value

Monthly Market Insights

Here’s a quick snapshot of what’s going on in your zip code—inventory’s low, prices are up. Let me know if you want a full report.

Helpful Tips

Here are 3 things to do in May to increase your home value—super quick fixes most people skip.

Personalized Updates

Hey [Name], just sold a home 2 blocks from yours. Same square footage, sold for $685K. Want to know what that means for your equity?

Vendor Referrals

Here’s a quick snapshot of what’s going on in your zip code—inventory’s low, prices are up. Let me know if you want a full report.

🧩 The Big Picture: Cold Becomes Community

When you start with a cold prospect and stay in touch with valuable, relevant info, they stop seeing you as a stranger—and start seeing you as a resource, a pro, and eventually… their agent for life.

It’s not about the one deal. It’s about building a relationship engine that compounds.

5 New Contacts Per-Day

This is a huge key to long-term success in sales—especially real estate. Adding at least 5 new warm or cold contacts to your CRM every day isn’t just a hustle metric... it’s how you build a predictable, sustainable business.

The Goal:

Have 5 fresh contacts in your CRM every day who:

1. You’ve never called before

2. Are either cold (no relationship yet) or warm (light relationship, some context)

3. Have potential to become future clients, referrals, or key relationships

📈 1. Real Estate Is a Numbers Game AND a Relationship Game

Most people aren’t ready to buy or sell today.

1. But if you consistently add new people to your pipeline, you’re stacking future opportunities.

➡️ The more quality contacts you have, the more future closings you create.

🧱 2. It Builds a Pipeline That Doesn’t Dry Up

Imagine your pipeline like a bucket with a slow leak. If you're not adding to it every day:

1. You’ll run out of prospects.

2. You’ll hit income rollercoasters.

3. You’ll chase warm leads instead of growing them.

Adding 5+ contacts daily keeps the bucket full.

🔁 3. It Creates Daily Sales Discipline (aka Momentum)

By making this a non-negotiable habit:

1. You get better at conversations.

2. You reduce fear of rejection.

3. You start your day with proactive energy, not passive waiting.

➡️ Daily action compounds into weekly wins and monthly deals.

🔍 4. Your CRM Becomes a True Asset

Your CRM isn’t just a list—it’s your business inventory.

Each contact represents:

1. A future client

2. A potential referral

3. A long-term advocate

The more it grows, the more leverage you have. Think of it like planting seeds every single day. You may not harvest them today, but when the season comes, you’ll have fruit because you planted consistently.

⏳ 5. The 90-Day Rule: What You Do Now Pays You Later

In real estate, today’s conversations = closings 60–90 days from now. If you don’t add new contacts today:

1. You’ll feel it in your income 3 months from now.

Adding 5 new people daily keeps that “future paycheck pipeline” alive and well.

🎯 Bonus Perspective: 5 Per Day = 1,200+ New Contacts a Year

Even if only 5–10% convert, that’s 60–120 deals or strong referrals.

Now imagine doing that year after year. That’s how top agents build empires—not by luck, but by consistency.

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?

Identifying and Engaging Contacts, Lists, Leads

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

Networking

Refer Contacts

Organic Posting

2 Reels + 1 Carousel + 1 Story Per-Day

Paid Ads

Ad Campaigns

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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