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Real Estate is a Contact Sport
Sphere of Influence, Center of Influence, past clients, people that I could not help and referred to another colleaugue....these are all sources of business that I usually only reach out to when I am am out of other people to contact in my daily business development (lead generation) activities. I had a conversation with a close friend, a banker, and he related this: "Remember how we were talking about the importance of seeing your existing customers and COIs to get more deals? Today I had that coffee with a customer and got a solid new $1.4 mil deal and this afternoon I spent some time with a COI and got two potential deals $500M and $1.5MM. None of this stuff would have happened if I didn't meet up with them (not called/emailed) and sought out the business" The moral of the story is I have to CONTACT people. REAL ESTATE IS A CONTACT SPORT!
At the end of my 1st year in real estate, I was having coffee with a friend, not a close friend, a medium friend. He said, "I just closed on a house in blah blah neighborhood." I am looking at him like he confessed to a ... more
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