Five Client-Winning Habits That Will Grow Your Real Estate Business
Highly successful agents practice key habits that help them stay top-of-mind and achieve sustainable business growth.
Did you know that 82% of real estate agents are hired by people they already know? This statistic from the National Association of Realtors underscores the importance of maintaining strong relationships within your Sphere of Influence (SOI). Highly successful agents understand this and practice five key habits that help them stay top-of-mind and achieve sustainable business growth.
Make 5 Meaningful Contacts Each Day
Every day, make it a priority to reach out to at least five different people. Whether it's a phone call, a quick text, or even a birthday message, these small gestures can make a big impact. Think of it as your personal campaign to stay connected—after all, would you only reach out to the same people if you were running for elected office?
To maximize your efforts, avoid contacting current clients, recent clients, family members, or close friends—they're already in your corner. Instead, focus on those in your network you haven't connected with recently. Use your CRM (Client Relationship Management) software to sort contacts by the last interaction date, and start with those you haven't spoken to in a while. If you maintain a list of 250-300 contacts, you'll be able to connect with each person four times each year at this pace.
Post 4 Social Media Updates or Send Personal Notes Each Week
Social media is a powerful tool for staying visible to your SOI. Aim to post four times a week, sharing a mix of personal updates, real estate insights, and community information. Don't forget the personal touch of handwritten notes and birthday cards that are always appreciated and leave a lasting impression.
Add or Update 3 Contacts Weekly
Your SOI should be constantly growing. On average, about 10% of your contacts will have a real estate need each year to sell, and 50% of them will also be buyers.. By regularly adding new contacts or updating existing ones, you ensure that your network remains robust and ready to generate leads. Be active in your community, attend events, and make it a goal to meet new people every week. The math is simple:
100 nurtured contacts can produce 10-15 potential clients.
300 nurtured contacts can produce 30-45 potential clients.
1,000 nurtured contacts can produce 100-150 potential clients.
Dedicate 2 Hours to Community Involvement Each Week
Engaging with your community is not just about being seen—it's about being remembered. Dedicate two hours each week to participating in local organizations, attending events, or volunteering. By becoming an active member of three to four groups that meet regularly, you'll create multiple opportunities to connect with new people and expand your SOI.
Schedule 1 Social Appointment Each Week
Finally, make it a habit to meet face-to-face with someone new each week. Whether it's coffee, lunch, or happy hour, these one-on-one interactions help deepen relationships in a way that digital communication can't match. Over the course of a year, this habit will strengthen your bonds with 40 to 50 more people, keeping you top-of-mind when they or someone they know needs a real estate agent.
The 5-4-3-2-1 Formula for Real Estate Success
By consistently practicing these five habits, you can systematically grow your real estate business:
5 Daily Contacts
4 Weekly Social Media Posts or Personal Notes
3 New or Updated Contacts Each Week
2 Hours of Community Engagement
1 Social Appointment Weekly
Remember, real estate is a relationship business. The more you invest in your SOI, the more it will reward you with clients, steady referrals, and opportunities.
