• When long-time, top-producing agents are asked what the one thing is that they’d change looking back, they all say the same thing -- better relationships with their past clients and center of influence.

Before you invest even more money in Facebook ads, online ads and buying internet leads — how’s that center of influence treating you?

If you’re driving by houses of people you know, and someone else’s sign is in the yard, it’s time to take a hard look at where you’re putting your time and efforts.

With every COI member that could have chosen you, but didn’t, you’re losing thousands of dollars in commission each year.

Fact: When you see great listings come into your office, and you wonder how that agent got the listing, statistically it’s almost always because they seller already knew him or her.

Fact: When long-time, top-producing veteran agents are asked what the one thing is that they’d change looking back, they all say the same thing. They would have been better at communicating with their past clients and COI database.

Fact: People in your database who already know, love and trust you are less likely to ask you to “chip in” or reduce your commission, versus people who don’t know you.

Fact: When you communicate regularly and professionally with your database, a minimum of 10 percent will hire you or refer friends to you every year.

Most of our coaching clients see more like 30 percent of their list actively referring or personally using them. This only works when you work your list.

Stay tuned for practical tips on how to get started and keep the momentum of staying in contact with your past clients and COI!


Subscribe to Tim and Julie Harris’ podcast on iTunes or follow us online at realestatecoachingradio.com.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris.

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