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What if you never got another lead again?\n\nWhat would that do to your business? How would your business change without cold prospecting? \n\nWould your warm market be able to sustain you? More than that, can you imagine experiencing an upward trajectory in your business, when only working with your warm market?\n\nMost of us spend time capturing leads, building systems to manage the prospects that come to us. We don\u2019t know how serious they are about buying (yet), so we\u2019ve got our work cut out for us. \n\nWhat if there was a different way, in which leads came to us, ready to buy? That already know, like, and trust us, and are ready to buy a home?\n\nAlan and Betsy Thompson took a break from real estate, and when they decided to come back, they revamped their approach and strategy. Instead of chasing leads, they decided to focus their efforts on developing relationships. \n\nThat strategy has paid off, as their business has grown exponentially.\n\nThis week on the podcast, I\u2019m talking to Alan. I\u2019ve asked him to share his story, and the strategies that he used to build a thriving business working with their warm market. Instead of chasing leads and cold-calling people, they\u2019re able to build relationships that have created not just a sustainable business, but one that continues to grow year after year.\n\nHighlights of this episode:\n\n\n\nTom introduces Alan and how he got into the real estate business.\n\n\nAfter 6 years in the business, Alan decided that he wanted a break, and took several years off.\n\n\nWhen he came back to Chesapeake, he and Betsy decided to get back into real estate, and have been working it for 20+ years!\n\n\nAlan and Betsy operate with a very small staff.\n\n\nAd spend goes down a LOT when focusing on relationships, and you still get results!\n\n\nIn the first half of 2019, they closed on more deals than they did in all 2018.\n\n\nKey: build your database, and KNOW it! Know birthdays, favorite sports teams, pets! When you have this data, you can make sure that you are memorable. Did a person\u2019s favorite sports team win? Send them an email and say \u201chey, I bet you\u2019re really happy today!\u201d Take treats for their pets when you visit!\n\n\n\u201cWe don\u2019t call them clients, we call them relationships.\u201d\n\n\nAlan and Betsy have approximately 1100 relationships in their database.\n\n\nEvery person in their database is sorted by relationship: some people are more likely to give referrals than others.\n\n\nUse social media, but with a personal touch. Did Facebook tell you it was someone\u2019s birthday? Send them a card in the mail! \n\n\nThey can track more than $250,000 in commissions just from Facebook - and they\u2019ve never spent a dime on ads!\n\n\nKnow your community - are you in a military community? Take people flags for Memorial Day,