Update your contact database now and increase your referral business

Do you have a contact database? Is it in Microsoft Outlook, Excel, Top Producer, Lead Trax or some other program that will allow you to easily manage and export that information? If the answer was no to either of these questions you are letting dozens of referral leads and new contacts slip past your business. Referrals are the best sort of business in sales since the person being referred is already presold on working with you and expects that it will be a positive experience. A crucial part of managing your business is managing your SOI - Sphere of Influence.
Everyone has an SOI and it usually contains at least 150 contacts including friends, family, people you do or have done business with, past school mates, past clients, past coworkers and so on. Your SOI contains people that know and trust you and would be more than willing to give you a referral if only you would ask. This group likes you! Show them it’s mutual by staying in touch with them on a regular basis.
If you don’t have your contact list together now is the perfect time to get started. Reach out to them and let them know that your are updating your contact list and that you would like to verify their email address, cell phone, home phone and address. It is also a great opportunity to ask for a referral - Who do you know that is thinking of buying or selling?
This is a lot of work in the beginning and you should set a goal to finish it within a two to three week timeframe. Once it is completed it is a simple matter of updating it with new contact info on a daily basis. Or not so simple? The truth of the matter is that most of us create the list and then let it wither by not updating it. Set aside 15 minutes at the beginning or end of each day to do your updating. Develop this habit and soon it will be a part of your daily routine and your business will grow from it.