On this 249th episode of Monday Morning Pep Talk, I continue the "Fly Light" series, focusing on strategies that deliver predictable ROI for real estate advisors and entrepreneurs. This episode dives into CRM and relationship management tips designed to help you authentically connect with clients. Thoughtful gestures show you care because "You Cannot Automate Thoughtfulness."

My Purpose

My professional purpose is to help you, the full-service, full-fee Advisor, maximize productivity and become your best self. Happy Advisors Sell More Real Estate. In this episode, I’ll guide you through handling daily challenges with actionable insights that lead to a more fulfilling life.

Key Focus:

CRM strategy starts with a shift in mindset. Are you just selling homes, or are you helping to create a lifestyle for your clients? Moving beyond a transactional approach to building lasting value is essential.

The "Next 10" strategy emphasizes staying connected by intuitively selecting 10 people from your lists to reach out to. This simple, personal method cannot be replicated by AI and ensures authentic engagement.

Five key lists support client engagement and business growth: your Top 100 (clients who know, like, and trust you), Top 100 Referral Partners (key introducers to new opportunities), Warm List (prospects planning to buy or sell within the year), Hot List (active prospects planning to buy or sell within the month), and Collaborative Brokers (colleagues sharing opportunities).

Tagging clients appropriately further personalizes interaction. Relationship-focused clients are open to personal interaction, such as coffees, dinners, or events, while business-focused clients prefer data and quick responses.

Thoughtful follow-up techniques include sharing relevant market updates from weekly hot sheets, sending seasonal reminders for home maintenance, celebrating birthdays with personalized notes and small gifts, and acknowledging life milestones via social media.

Using "The Next 10" ensures relationships remain meaningful and connected. Clients are like batteries—the more often you engage, the more active they remain in your business. Without touchpoints, you risk losing visibility.

Recommended Resource

As we approach Q4, consider reading Unreasonable Hospitality by Will Guidara. Apply its principles to refine your client lists and elevate follow-up strategies. Thoughtfulness is a cornerstone of success—make it a habit.

Watch the video version on YouTube or visit askjimmiller.com.