Have you ever stopped to calculate what it might be costing you to let those in your sphere of influence forget what you do for a living?
An article on Realty Times this morning pointed out that if you stay in contact with your sphere of influence, one in 12 of those people will refer someone to you in a given year.
How many people are in your sphere? 
Even if there are only 150 people, ignoring them could mean losing the opportunity to help a dozen more clients each year. (12.5 actually, but who can help half a person?)
What's your average commission?
Whatever it is, multiply it by 12 and see how many dollars you'd let slip through your fingers by ignoring those important people.
Does it cost too much to stay in touch with those folks? Not if you look at it with those numbers.
Email costs so little that it's hardly worth considering. (I send email to 2,700 people each week at a cost of $35 per month.) Even the cost of postage pales in comparison to the possible income.
Does it cost $1 each to print and mail a letter? I think that would be on the high end, even if you're purchasing your letters and printing them on "fancy" paper, but it's a nice round number, so let's use it.
If you mail to 150 people per month, that's $150 - or $1,800 per year.
Even if your average commission is only $3,000, staying in touch with 150 people could bring in $36,000 per year. Can you think of any other advertising venue where $1,800 can almost guarantee a $36,000 return on investment?
Is mailing enough? Probably not. Since these are people who know and like you, give them a personal touch as well.
Call on the phone every few months just to catch up on what's going on in their lives. Stop by to say hello. Invite them out for lunch. Seek them out for a conversation at networking events and community meetings.
In others words, let them know that you're interested in them - and that they mean more to you than just a source of future business.
If you're not sure what to say to stay in touch... check out these holiday/event themed messages. This letter set has 26 letters - 2 for each month of the year plus one for New Year's and one for Easter. With these letters you can touch your sphere (and your past clients) twice a month for a year - or once a month for two years.
Warning: They're not for the super-serious or stuffy. These are letters for the young-at-heart to use.
Follow the link and read the samples...
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