Shandrew Associates

Visualize everyone you know standing side-by-side, holding hands and behind them everyone they know.

The people behind them will have real estate needs whether you do anything about it or not.

Your job is to influence the thinking of the people you know and will meet, such that they become proactive on your behalf.

The people you know can lead you directly to everyone they know that has a real estate related issue or they can prevent you from knowing about it by simply doing nothing. If you create a plan and follow it, you will build a steady stream of high quality referrals predisposed to utilize wonderful you and you'll also uncover any immediate business just as effectively as lead generating, prospecting and closing sales-dinos.

The key is to have enough people enthusiastic about you to refer substantial business. It is word of mouth with a mission. It's about developing a reputation for excellence, and you either set out to build that reputation or you are relegated to the road of cheesy closes and awkward tie-downs, doing deals and closing leads.

The goals you set, the customer you strive to create and the methods you use will either contribute to or detract from your likelihood of success.

Plan well.