Over the past couple of months, everything has changed. Are you tuned in to how your database feels about it all?
I recently talked about a CNBC article on The Real Word podcast. There was one specific statistic that stuck in my head. I thought about it all day and realized – many of us don’t actually know how the individuals in our community are coping. Here’s a simple way to change that, based on a 5AM Call I moderated later that week.
The CNBC article outlined statistics from a recent survey:
- 74% of US consumers are concerned about a recession. In other words, three out of four people in your community are worried about a recession.
- 85% of people are worried about inflation. Okay, that one seems obvious, considering inflation already hit 9.1%.
- 56% of people are already seeing their standard of living declining.
That’s the one that stuck out to me: 56% of people have already started to see their standard of living decline.
People in your community. People you know. Over half of them are already seeing their standard of living decline.
This also includes the people in your database and network. Imagine listing all people in your CRM and knowing that more than one out of two are seeing their lifestyle starting to take a hit.
Have more conversations—without a script
It looks like these feelings will only increase over the coming month. It appears there’s not much hope for the economy to naturally shift people’s fears right now. So as professionals, as business people, as real estate agents, what do we need to do knowing this information?
Now is the time to go deep into your database. Similar to the beginning of COVID (though not as dramatic as then), people are feeling deep uncertainty. They don’t need a sales pitch. But many would appreciate someone checking in.
Ask Questions to Determine how Your Database Feels
I’m urging everybody to make a call to every single person in their database with absolutely no script other than:
- How are you?
- What are you up to?
- Is there anything I can do for you?
- What’s going on in your life?
- How are you feeling right now?
- How is the family?
- What do you have planned for the rest of summer?
- What do you think about the future?
That’s it—questions like that.
Checking in goes a long way
I know this type of check-in works because it recently happened to me.
One of my past clients called last week and started with, “Hey, how are you doing? I saw your wife posted pictures of the girls.”
At first, I thought, “He’s going to ask me something. He needs something, right?’” But he didn’t need a thing. It put the biggest smile on my face that he called just to check in on me.
But like my past client did for me, call and say, “Hey, the family’s looking good on Facebook. How are you? What are you up to?’” Just ask some human questions.
If over half the people in your world feel like their standard of living is on the decline, and three out of four are concerned about a recession, now’s the time to check in and just let them know you’re human. You’re there.
It only takes two to three minutes out of your day, and it gives you much deeper insight as to how the people in your database are doing.
And who knows—you may just put a smile on all their faces.