business is to get to a point where your business comes
solely from referrals. Referrals are some of the best leads
you can get in this business.
80/20 Rule
The 80/20 rule in real estate states that 80 percent of
your business should come from current clients and 20
percent of your business should come from new clients. In
the beginning, this won’t be the case, but it should be your
goal for the mid- to long-term. Soon after you begin clos-
ing on your converted FSBO listings, you’ll start a referral
base. Treat these clients well, because you’ll need to rely on
them for future sales in order for your referral base to suc-
ceed down the road.
Keeping Your Clients Forever
The popular saying, “Where there are friends, there is
wealth,” holds true for the friends and clients you will
make throughout your career in real estate. Treat your
clients as you treat your good friends, and keep them for-
ever. If you do, you’ll have a wealthy future.
Stay in Touch
Send a letter, a holiday greeting card, or give a follow-
up call to all of your past clients. Do this to show them
you’re still in business. Call them a few times per year. Stay
their agent for life and milk them for referrals.
The Real Estate Agent’s Guide to FSBOs