Of all the “tiers” of business the one that is most important is your Book of Business.
The “light at the end of the tunnel” for all professional sales careers is when after many years of prospecting
and new business generation, we get to transition into a more referral based business.
Every Real Estate Broker wants to be “by referral only”. They dream of having their entire book of business come from
within the relationships generated through their client base. Here is the defining question:
If you stopped prospecting for new business entirely, and solely maintained the relationships within your client base, would you continue to earn the level of income and experience the career growth you need?
If your answer is clearly yes, then congratulations. You have accomplished the career that many professionals strive for.
If you are like most and honest answer is no, then also like most you still have work to do.
This is the first of a series entitled The Productivity Corner giving you food for thought on maintaining your
database and how to strengthen your client relationships and develop a Book of Business which is fully sustainable.
For now I leave you with this statement:
“I can’t control when someone within my Book of Business needs my services; I can only control that when they do,
they call me.”