I maintain a database of about 1,500 prospects. Last year more than half of my sales were to people who had been on the database for three to five years. In spite of all the high tech supplies, it remains a people business. It is a service business. I prefer to give every prospect a personal tour, not a map and a set of directions, for both vacant and developed listings.
Prospects have questions and the most important ones deal with lifestyle.
Buyers need information to make business decisions. It is my job to provide it while they are here. The best brokers add value. We make money the hard way. We earn it.