Latest Articles

Industry, Education, Finance

July 25, 2018

Want to Sell More: Build a Book of Business Mindset

Want to Sell More? Build a Book of Business Mindset

Your book of business begins with your address book of friends, relatives, and acquaintances, and should grow daily. Building your book of business requires conscious and conscientious effort and a good CRM.

Why is building a Book of Business Mindset important? Because real estate sales is a numbers game.

The average term of home ownership is some 5 to 8 years, so everyone you encounter each day does not need your services today, but they will need your services someday (or they may know someone who needs your services.) Ask everyone their name and if you can get it, their contact information as well.

It is important to recognize that you are in the business for the long haul, a sacrifice today may create a reward in the future. Treat everyone as if they will someday close a deal with you. Realize that much of the population fits into one of the following categories and that most people you encounter daily will not need to list or buy anytime soon:

Suspects: Every one you meet. They may not be in the market to buy or sell today, but they will be someday, and they may know people who would benefit from knowing you.

Prospects: People looking to buy or sell with no set time horizon.

Customer: People buying or selling in the next 12 months.

Your Book of Business (also known as your customer database) is a source of much of your future revenue and financial security. Build it methodically and as data rich as possible. Keep in mind that, “Information is the currency of the 21st Century.” (Toffler)

Remember, Contacts Create Contracts.

The software you choose to use to build and capitalize on your growing Book of Business (customer database asset) is referred to as CRM, Customer Relationship Management software). There are many choices. The question, “What is the best software?” leads us to the next Fundamental: Discussions of lead capture and lead conversion.

Recent Posts

December 31, 2018

Virtual Office Websites

December 14, 2018

Open House Strategies

December 11, 2018

Seven Sales Tips

November 27, 2018

RealTown® Cadre

November 24, 2018

Adventures in Selling

November 24, 2018

Just One Thing

November 22, 2018

Assemblage VS Plottage

November 22, 2018

Breaking Down Obstacles

November 21, 2018

Covenants VS Conditions

November 21, 2018

Using the Right Word

November 20, 2018

Deposit VS Down Payment

November 19, 2018

What is a Foreclosure?

November 16, 2018

What's an Escrow?

November 16, 2018

Easement vs. License

November 15, 2018

Shopping on Shop

November 14, 2018

Ethics and Offers

November 14, 2018

Accentuate the Positive

November 14, 2018

What is Leadership?

November 8, 2018

A Message to Garcia

November 8, 2018

Who Owns Your Domain?

November 05, 2018

Lead Generation

November 2, 2018

More on Syndication

November 1, 2018


November 1, 2018

How to Hold Title

October 30, 2018

Estate Planning

October 30, 2018

On Change

October 24, 2018

Connect the Dots

October 20, 2018

Peak Performers

October 11, 2018

Shhh, It's a Secret

October 11, 2018

Hooking Buyer Emotion

October 10, 2018

The Power of Staging

September 30, 2018

Real Estate is the Key

September 29, 2018

Lead Yourself

September 26, 2018

Buy Real Estate Now

September 12, 2018

TBT - Agency Disclosure

September 11, 2018

Successful REALTORS®

September 11, 2018

Buyer Representation

Next Videos

Related Post


Have You Developed Your Internet Strategy?

February 19, 2019

Brokerage, Industry, Education

Grandparents Raising Grandchildren, A Message from the IRS

January 31, 2019


The MLS of the Future - MLS 5.0

January 29, 2019


You Have Heard it Before, Not Having a Plan is Planning to Fail.

January 23, 2019


Is There a Blog in Your Future?

January 18, 2019


Planning for the Future

January 12, 2019