This one is for all of my real estate agents out there who I "court" every day for their business. Yes, you! You know it's you I'm talking about. I'm curious. What exactly do I have to do to get your business?

I'm serious! And I'm not talking about bringing you donuts and coffee to your meetings. I'm surprised there are any more skinny agents left with all of the food I see at your agent meetings in the mornings, and how about those new community luncheons and open houses? I sometimes think people become agents so they don't have to purchase food.

Now, don't get me wrong, I love you guys and I have a core group of roughly 20-25 agents who send me business pretty regularly. They like my service, know I give a fair price and that there won't be a lot of drama in the transaction. They regularly refer and I refer business to them as well. Those aren't the ones. I'm talking about the ones who agree to send you business and then.......... well, I don't exactly know what happens.

I have a pretty good system to get noticed with Realtors. I don't have much problem getting into offices due to the fact that I have a good marketing system set up and I usually can get someone to recommend me who has done business with me before. I've always built my business and reputation around good agents, so I'm pretty much a Realtor's best advocate. I've told customers that they shouldn't buy or sell a house without a good agent and I've never thrown a Realtor "under the bus", but how do I keep them motivated after I've met with them and sold them on how great I am?

I have no problem getting into the office and no problem getting them to commit to using my services. I send them my weekly e-mail and a hard copy letter referencing some tip or something useful every two weeks, which basically means I touch them 84 times per year, so it's not as if I'm out of sight, out of mind.

Is there something "magical" I can do? Is there some phrase or language that will get them to commit and actually recommend me to someone? Real estate agents! I have a question. What did the lender or broker you use now do to attract your attention? What steps did he or she take to gain your trust? And don't give me the old, "he needs to provide good service, good rates, get the loan closed on time, blah, blah, blah". I know all that. We do all of that. What do we need to do to get you to try us once so that you'll be so blown away by everything we do that you'll never go anywhere else?

I would love to hear some honest opinions on this.