If you want to keep your pipeline full, you’ll need a rock solid client list.

Video Transcription

Guys today I want to talk to you about one of the most critical things in this business. How do you build a rock solid client list that’s going to help you produce repeat transactions, that’s going to capture leads for you, and ultimately generate that referral that you so desperately want and need.

I want to give you guys three simple categories that I’ve used with thousands of agents over the years that have really helped them grow their business.

1. Friends and family

Now I know what you’re thinking, there’s no way my family’s going to forget to use me in real estate. The truth is, your Uncle Jim, guess what? He knows you as Luke the nephew. He doesn’t know you as Luke the Realtor®. You have to reach out to him and say, “hey Uncle Jim, just so you know I’m in this business, and if you ever need anything or know somebody that needs something in real estate be sure to refer me.” Put your friends and family on the list.

2. Social routine

Now guys often this is the most overlooked in this business. I’m talking about where you get coffee in the morning. Maybe the place you go to go the gym, or maybe your place of worship. Let me ask you this question. Do you know who delivers your mail?

The truth is guys if you don’t know the name of the person who delivers your mail they probably don’t know you, and they’re definitely not going to use you in real estate. I got great advice from a mentor of mine years ago who said, “Luke, everybody you come into contact with throughout your day they’re a potential client of yours.  The only reason they’re not is because you haven’t asked them to be.”  So guys you got to add the people in your social life to your list.

3. Past and current clients

Now this is the most essential in this business. I cannot tell you how many horror stories I hear from agents who say they’re driving home and there they see a house they sold years ago and there’s a for sale sign on the lawn and it’s not theirs. When I look into this situation it’s not because you did a bad job as an agent. You actually did very good at the transaction. What yo failed to do is you failed to keep in touch with that person. You failed to maintain that relationship and that’s why they have to be on your list.

The takeaway

So there you have it.  Three simple categories. You got your friends and family, you got your social routine, and then ultimately your past and current clients. I’ll leave you with this guys. What I found to be the difference between a top producer and a mediocre agent in this business is that top producers take action. Take action today!