Tiering Your Database: Who Belongs in Your A, B and C Groups
Not every contact in your database deserves the same attention, and that’s not a judgment about people. It’s a matter of focus. When everyone gets the same occasional touch, your best relationships get too little and your weakest get too much. Tiering your database fixes that. With clear tiers, you know exactly where your time goes each week, and your most valuable relationships never go a season without hearing from you.
Your A Group: Your Advocates
These are the people who have sent you business or would send it without hesitating. Past clients who rave about you, friends who bring up your name at dinner parties, and professionals who refer clients your way all belong here. Most agents find this group is smaller than they expect, often a few dozen people. They get your most consistent attention: regular calls, personal notes, pop-bys and invitations to client events.
Your B Group: Your Likely Advocates
B contacts know you, like you and would probably refer you if they thought of it at the right moment. That last part is the key. Your job with this group is to stay top of mind so they do think of you. Think of past clients you haven’t stayed close to, neighbors and active acquaintances. Steady touches throughout the year move many of them into your A group.
Your C Group: Everyone Else Worth Knowing
These are newer or lighter connections: open house visitors, people you met once at an event, contacts you’re still getting to know. They’re worth keeping in touch with, just less often. A few thoughtful touches a year, like a market update, a seasonal note or an invitation, keeps the door open.
#How to Sort Your Contacts Go through your list and ask one question about each person: “If they heard a friend was moving, would they send that friend to me?” A confident yes is an A. A probably is a B. Not yet is a C. Don’t overthink it. You can move people at any time, and you should, because relationships change.
#Match Your Cadence to the Tier Once you’ve sorted, give each tier its own rhythm. Your A group might hear from you monthly, your B group every couple of months and your C group seasonally. That structure fits well with Ninja® Selling’s 33 Touch approach, where your closest relationships get the most frequent contact.
#Let Your CRM Hold the Plan Lead Latte’s cadence tiers are built for exactly this. Assign each contact a tier, and Lead Latte surfaces who is due, so your attention goes where it matters most and nobody falls through the cracks.
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