What is a database,
and why is it so important?
A database is a list of every person you know, and who knows you. It should not be limited to just the names of your past clients or professional referral partners, but rather is a growing list of people that you have met throughout your life - and continue to meet.
So, why is it so important to have a database? To put it simply, if you aren't keeping in regular contact with these people, there is little chance they will remember you down the line. If they don't remember you, they won't think to contact you when they, or someone they know, need your help. Make sure you are taking advantage of your database and using it to its fullest potential.
Setting up your database
Not sure where to begin? Many people find it easiest to use a database software program, such as Excel, Access, Outlook, ACT!, and so on. Whatever your choice, your database should contain the following fields:
- Contact - This will be the 1st line of the address, and should include the full name of the borrower.
If you have two co-borrowers you want listed on the first line, such as "Mr. & Mrs. Smith", use that here. - Co-Borrower - This will be the 2nd line of the address, and will be the full name of the co-borrower.
This line can alternatively include the company name or "or Current Resident" (to avoid forwarding by the USPS). - Address 1 - Street Address or PO Box Number
- Address 2 - Suite Number or Apartment Number
- Address 3 - For those addresses with extra information, like a Building Number
- City
- State
- Zip
- Additional fields - These are optional, and examples include:
- Product / Loan Type
- Selling Price
- Interest Rate
- Sale / Closing Date
- Birthday
- Wedding Anniversary
- Children's Names, etc.
Building your database
Now, is everyone you know, and who knows you, in your database? Adding everyone you know will increase the size of your database - thus increasing future potential business for you. If you're not sure who to add, consider these people for starters:
- People in your daily life:
- Mailman
- Drycleaner
- Coffee barista
- Child's daycare teacher, etc.
- People from the past:
- All of your friends from high school
- All of your friends from college
- And even your teachers too!
- The obvious people:
- Everyone who attends your local association meetings
- People from community gatherings:
- Homeowners Associations
- Neighborhood Watches
- Religious Community
Once you get your list to a sizeable number, make sure the quality of your list is not compromised. Follow these steps to keep you on the right track:
- Make a list of everyone you know
- Cross reference it with your current database
- Check off the names of people who are already in your database
- Contact the remaining list of people who are NOT in your database
Finally, you will want to place each contact into one or more groups within your database for easy identification. Groups could include associations, past clients, prospects, referral partners, or any other affiliation you may want to focus on in future marketing efforts.
