Quality over quantity: How to turn your network into a renewable resource

Instead of focusing on filling your pipeline, here's how to cultivate your existing client base
  • It can be more cost-effective to cultivate the contacts already in your database.
  • Conversations with your sphere should focus on their lives and interests, not their homeownership plans.
  • Giving above-and-beyond service will mean you have clients who don't need to be convinced you're worth it.

Imagine you’re a brand-new real estate agent. You’ve passed your test, you’ve found your brokerage and you’re ready to get down to the business of selling houses. Now answer this question: Should you spend the bulk of your time cultivating relationships with people already in your network, or should you try to cast as wide a net as possible by buying leads and referrals that don’t come with a personal connection?