Keep in Touch

You don't need to be pushy, but don't ever let anyone think you've forgotten about them.  Send personal notes, birthday and anniversary cards.  Take them golfing or out to lunch.  If you see someone you know featured in a newspaper article clip it out and mail it to them with a note of congratulations.  Call to say "hello" every so often.  Don't talk too long- You don't want to monopolize their time; you just want to stay in touch.  Have parties and get-togethers.  Send out a monthly mailer that reminds them that you are serious about your career in real estate.  In your conversations you'll want to find a gentle way to squeeze in something like, "Can you do me a favor?  If you ever hear of someone who is planning to buy or sell a home could you give them my name and ask if it's alright if I call them?"