I recently came across an incredible tip in Dustin Fox‘s book, Six Weeks to Real Estate Success, that I just have to share with all of you. In the book, he talks about “mining your database,” and the best part is that it’s helpful whether you’re a seasoned real estate pro or just starting out in the biz.

Uncover Leads from Your Phone

If you haven’t done this exercise recently, you’re likely sitting on a gold mine of potential leads hiding in your phone contacts.

Start by diving into your cell phone. You’ve likely got a bunch of contacts from past jobs, your kids’ schools, volunteer gigs, Hinge dates, etc. All of these folks know who you are, and you might be surprised at the wealth of potential leads lurking in your phone contacts.

Now, here’s the tricky part: exporting contacts from your phone isn’t always a walk in the park. But trust me, it’s worth the effort. Take a bit of time to follow the steps below. They will pay off big time.

Collect Emails

Once you’ve followed the steps above, your next mission, is to spend some time gathering the email addresses for all your contacts.

Start by uploading your CSV file into your CRM. If you’re using a CRM like BoomTown, Follow Up Boss, Lofty, or Sierra Interactive (just to name a few), you probably have the option to send texts right from within the CRM. This handy feature can save you a ton of time and effort. Keep in mind that most CRMs have a daily limit of around 200 texts you can send out each day.

Here’s a tip: Plan an event, like a Happy Hour or a family movie night (maybe rent out a theater) and invite them. This is a fantastic icebreaker.

Here is a potential text you can send:

“Hi Donna, it’s been ages! This is Lindsey! Hope you and Tom are doing well. I’m planning a Happy Hour get-together and would love for you guys to join. What’s the best email address to send the details to?”

OR if you’re socially awkward like me, try this text instead:

Hi Donna, it’s been ages! This is Lindsey! Hope you and Tom are doing well. Every week I send out an email to my friends with fun things to do in our area. I’ll send anything from an early-morning excursion to watch the sunrise over a sunflower field — to an unexpected fitness class or a hole-in-the-wall wine bar. I send this email out every Friday with the subject line “This Week in the City.” I’d love to include you in this list if you’re interested in staying updated on what’s happening in our city! What’s the best email address to send the details to?”

The goal here is to gather as many emails as possible from your contacts and add them to your email marketing database (with their permission, of course). This way, you can nurture these leads and regularly engage them with your weekly newsletter, always keeping yourself top of mind.