Your community is a CASH🤠COW. Per to the Nat’l Association of REALTORS®:

68% of sellers selected an agent-for-hire via repeat/referral business
60% of buyers selected an agent-for-hire via repeat/referral business

So roughly 2/3rds of your total business (statistically speaking) could/should flow from your database of past-clients and/or sphere-of-influence (PC/SOI) contacts. The fact is, you simply can’t afford to overlook them! Now—don’t mishear me—I’m NOT saying you shouldn’t diversify your lead generation. Far from it.

My point is… real estate has been, is, and will remain a know-you, like-you, trust-you form of business.

So… If you’re not adequately nurturing your database, then—based on the numbers ⏫—somebody else is earning that business.

Notwithstanding, loads of agents are, for instance, apprehensive to ask outright for the referral. If that describes you, I wonder, is it perhaps due to a sense you’re not offering enough ongoing value?—that once the deal closed, for all intents and purposes, the job was done?

Author Jay Baer describes marketing as being… “so useful, people would pay you for it.”

Is your database marketing useful like that? If not, an opportunity tallying-up to more than 60% of your total business is perhaps awaiting your attention. Consider the following:

Coordinate annual equity reviews whereby you meet with clientele to review the current market valuation of their home(s) once-a-year – strictly as a courtesy
Publish social media posts/videos that supply valuable insight to keep your PC/SOI informed as to what’s going on in your local marketplace
Send out reoccurring email campaigns that give lean heavy on SHARING, not SELLING
Run a (private) Facebook Group that’s there to foster community and keep you connected with your people
Host special events just for your folks

My point is… Invest in your community and it’ll flourish!