33 Touches a Year to Guarentee Referrals and Build Your Business

Real Estate Broker/Owner with Keller Williams Realty Southwest

Lead Generating must be systematic.  You have to stay in front of your sphere on a regular basis.  If you don't your mother, best friend or next door neighbor will forget what you do.  You make think I am exagerating but would you want to bet your career on it?  In the Millionaire Real Estate Agent, a book by Gary Keller which is used in Keller Williams trainings, coaching and consulting, dicusses a lead generating model at length that ensures the growth of your business.  If you have an effective lead generating program in use then it doesn't matter what the market is doing because you will always have leads.  One part of the lead generation model that Gary explains is designed to stay in front of your sphere so they won't forget you (your sphere are family, friends, past clients, people who know you and love you).  He says to touch each of them 33 times a year.  His suggestion on how to do so is as follows:

16        Mail-outs every 21 days

8          Thank You or Thinking of You cards

4          Telephone calls

2          Birthday cards (one for each spouse)

1          Mother's Day Card

1          Father's Day Card

1          Holiday Card


33        Touches

Obviously you can customize what you send out for you but don't replace the phone calls with something else.  Calling your sphere of influence is a vital part in growing your business.  This is when you want to ask for either their business or a referral.  Don't be afraid to ask and don't be afraid to call.

Comments (12)

Rob Lang
At Home Kansas - Shawnee, KS
Local Expert in NE Central Kansas Real Estate Home

Great list and thanks for sharing!


Sep 15, 2007 05:17 PM
A List Realty Group Inc.
Keller Williams Realty e2pllc - Lake Stevens, WA
I knew you had to be a KW family member, 33 touch is a great tool.
Sep 15, 2007 05:17 PM
Emily Johnston
Keller Williams Realty - Rancho Bernardo, CA

Andi -

I love the business models Gary Keller spells out in The Millionaire Real Estate Agent! I find they also are a wonderful fit with Brian Buffini's Referral Systems (though Brian's method recommends a phone call with each mail out... it increases your mailing's effectiveness by 7 times!)

Thanks for your post!

~EmilyOrchid Logo

Sep 15, 2007 05:19 PM
William Johnson
Retired - La Jolla, CA
Andi, I do some of these but I have book marked this and will do it exactly as you have layed it out. I will not think about it, I will not challenge it, I will not make excuses, I will simply do it.
Sep 15, 2007 05:20 PM
Deborah Engel
Prudential California Realty - San Diego, CA
San Diego Homes & Property

Thanks for the reminder. I haven't been too good about constantly keeping in touch with my sphere, and I recently realized that some of them DID forget about me.  Time to make it a priority!


Sep 15, 2007 05:48 PM
Nicole Garner
Not Available - Tigard, OR
Thanks for the great post. I am sure that there are many of us going to do this. I have bookmarked this. Thanks, Nicole
Sep 15, 2007 06:32 PM
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate
Andi:  Nice and simple, but very effective.  But... the main problem with a great idea... is that once you've come up with that great idea... now you have to carry it out.  Darn... I just knew there was a catch.
Sep 15, 2007 07:03 PM
Pattie Adkins
Pattie Adkins, Broker - Yorba Linda, CA

Excellent reminder!  I have the book on my nightstand and I admit that I haven't touched it in a year - now I'm inspired to read it again and put this kind of thing in place. 

And you make an excellent point about friends forgetting what you do - I had two very good friends actually go through another realtor AND go through another mortgage broker in the last three months because they didn't even think of calling me.  It stung because it was a big reminder of just how much I did not follow through on the advice in this book.  Thank you so much for the reminder!

Sep 15, 2007 08:12 PM
Robert Schwabe
Herron Real Estate - Orange Park, FL
Orange Park Real Estate

Andi - I just started reading the Millionaire Real Estate agent book. After reading about the 33 touch system I believe that it would really work. I'm going to start the system right away. That book is awesome if your an agent it is one to get.

Sep 15, 2007 11:51 PM
Scott & Healther Rozzell
Keller Williams - Visalia, CA
Visalia California
Thank you for the post,  We will be adding this book to our library.  We will keep you posted.
Sep 16, 2007 07:02 AM
Andi St. Jean
Keller Williams Realty Southwest - Sugar Land, TX
I am glad many of you found this post beneficial.  The Millionaire Real Estate Agent is a must read for any RE professional wanting to take their production to the next level and for those wanting to run their RE business like a real business.  I'd love to answer any questions you may have about the 33 touch program.
Sep 16, 2007 09:37 AM
Karen Salmon
Royal LePage Benchmark - Okotoks, AB
Okotoks Real Estate Agent

Can eNewsletters fit into this system? If so, how?

Nov 14, 2011 01:32 AM