Today, we’re continuing our in-depth discussion of building and maintaining strong relationships with your center-of-influence (COI) and past clients. Your COI is a cornerstone of your real estate lead-generation and sales efforts, and you can anticipate that about 10 percent of the people in your COI will have a real estate transaction that you can assist with in any given year.

In today’s show, we’re discussing a 12-month plan that includes seasonally tailored events that help you engage your COI throughout the entire year with real, valuable activities — not just thoughtless gimmicks that your competitors are likely using.