All real agents recognize that they must spend the majority of their time prospecting to build a business, and 80% of the time spent prospecting is spent on building relationships with new clients or getting people to like and trust them.

Most successful agents continue to work hard to build new relationships, but forget the best source of business almost always comes from maintaining relationships with past clients, advocates and their sphere of influence.  This is why a 24-touch annual campaign is critical.

In every communication, when an agent has provided a service or a value to a client, it is imperative that the agent ask for new business. The most courteous and effective way to ask for new business is to use the following phrase:

“If you know of anyone that is thinking about buying or selling, PLEASE DON’T KEEP ME A SECRET.”

This phrase should be used verbally every time a client appreciates what you’ve done for them and can also be included at the bottom of every email and mailing as part of your e-signature.  By making this request, you’ll not only get immediate business, you’ll also use space repetition to teach your clients how to prospect for you.