ask yourself a challenge question and ask a test question of every single contact in your database.

Would you call this person?

Real estate is a relationship business.

I know you like you trust you business.

That is the winning combination with consumers.

In fact, every year, the National Association of Realters

publishes a report called the profile of home buyers and home sellers.

And in that report, every year, they analyze how is it that a buyer or seller

comes to work with a specific agent and buy a mile.

Every single year, the number one source of business for all agents everywhere,

buyers and sellers is repeat referral business.

Now repeat means they've worked with you before and they're willing to do it again.

So there's a level of proof already involved.

Referral means they're so confident in your abilities.

They're willing to recommend you to others they know.

In that referral, I call it the referral coefficient because you don't know

how many people that could be.

If you look across your database of past clients and sphere of influence contacts,

you don't have any idea how many opportunities there could be in daily, weekly,

monthly conversations whereby those folks could be your biggest fans,

your raving fans and they're chopping at the bit to talk about why folks should work with you,

whether they're looking to buy, sell, invest, they have to work with you.

...