A Spherical Body at rest........you know the Rest

Your Sphere of Influence is the single most important aspect of you business. As one great mind once said (and I paraphrase) "a sphere at rest tends to stay at rest", well if you let your sphere stay dormant and do not touch base and just say hello every once in a while you might as well close up shop and not work as a real estate agent or run a brokerage. When you do call a friend or former client(hopefully they all become friends) start off with business then go into personal. This way you get the dry, business inpersonal part of the conversation over with and then you move onto the nice pleasent portion of the sales call. (Which is what it is) When you hang up you have left them with a nice idea of you and a personal feeling and touch. It is about the contacts and staying in front of people and on their minds! DO NOT FORGET TO DOCUMENT ALL CONTACTS SO YOU CAN REFER BACK LATER. If they have a kid playing baseball (or whatever)you can ask how the season turned out etc, people love to think you are listening and genuinily interested in them.