Everyone is asking me what is the best thing to do to get out of the blocks as fast as possible for the New Year?  Here is the answer.

Call all of the people who said wait until after the first of the year and just check in to see how their holidays were.  Confirm the time frame they had mentioned and ask if that is still their plan. 

Then call all of the people you sold houses to this year and see how they are doing and how were their holidays.  Then as long as all is normal say.  “I’d like to ask you a question.  As you may meet people throughout the year who are buying or selling Real Estate would you feel comfortable referring them to me?”

When they answer yes, laugh a little and mention that you buy nice referral gifts.  Then say that you will be in contact from time to time throughout the year. 

The goal is to determine which of these people would be happy to be referral sources.  They are the ones who like to be in contact with you and enjoy the gifts you send for their referrals.  I would go a step further.  Those people who respond positively and you have a good expectation of getting referrals or they have sent you referrals before, send them a thank you note with a $5 Starbucks card or some such modest gift.  In the note I’d say something like, as a small token of my appreciation of your confidence in my work please have your favorite great cup of coffee on me.  

I would do this with all of the last two years clients beginning with the most recent.  Take your time on these calls.  You might open the conversation by saying, “I just had a few minutes and I thought of you.”  So that there is an expectation of a short call, but don’t give any impression that you are in a hurry.