Your center of influence (COI) is tremendously important to your real estate business, and just like any of your lead-generation tools, it requires nurturing and maintenance in order to remain effective. Ignore this at your own peril – unless you’re actively maintaining those personal relationships that produce the highest quality leads for you, you risk losing one of your strongest channels for leads, listings, sales, and ultimately income.

In today’s episode, we’re continuing our discussion of a step-by-step, 12-month lead-generation plan to help you maintain & effectively prospect your COI and past clients. The rule of thumb is that 10% of your COI will be doing a transaction on any given year – so shouldn’t you be the agent handling those transactions?