Get More Bang for Your Marketing Buck
Top producers consistently report that the bulk of their business comes from their referral database. In fact, the latest NAR Profile of Home Buyers and Sellers says that 57 percent of all closed transactions came from the agent’s sphere,
past clients list, or referrals.
Nevertheless, many agents continue to spend a huge percentage of their marketing dollars developing new sources of business rather than strengthening their existing referral database.
So, here’s the bottom line: to be more profitable, focus on building referrals from your existing sphere of influence. This means putting well over half your time and your money into developing leads from these sources. It takes less time and it almost always yields results.
“FORD” Sells Houses
Here’s a blast from the past that still works equally well today as it did back in the last century.
It’s called “FORD” and it helps you create the connections that sell houses. What does FORD stand for?
- The “F” is for family: ask them not only about their family, but their pets as well.
- The “O” is for occupation: discover how they got started in their present occupation plus other types of jobs they may have had in the past.
- The “R” is for Recreation: what do they do at home for fun? What types of recreational activities do they engage in outside their home. Are they avid golfers, soccer fans, runners, etc.
- The “D” is for dreams: What are their long-term goals or do they have a dream house sometime in the future?
Finding out what matters most to both leads and current clients is the best way to build and maintain the strong connections that result in future business for you. Remember, “FORD” sells houses.
How to Attract Your Ideal Client
Would you like to attract better quality clients? If so, here’s a simple tip. Write down at least two pages of characteristics of your ideal client, right down to the details of the kind of clothes he or she wears. Having clarity about what you
want to attract is crucial to finding your ideal client.
Next, go back through your list and put a check mark next to each of the characteristics that describes you personally. The closer your personal characteristics are to those of your ideal client, the more likely you are to attract that perfect client for your business. As the Law of Attraction says, “You attract who you are.”
Give Your Heart a Break
Would you like to reduce your risk of heart attack? You may be surprised to learn that you don’t have to have a perfect diet or jog daily.
Surprisingly, you can dramatically reduce your risk of heart attack by how you take breaks. Dr. Paul Pearsall in his book The Heart’s Code, describes the factors leading to heart attacks as well as the factors that support your heart’s health. 
One of the best ways to support heart health is to spend time with your loved ones whether it’s family or close friends. Specifically, eating three leisurely evening meals a week with your loved ones dramatically reduces the incidence of heart attacks.
A second key is to laugh as many times per day as possible, the harder, the better. Couple this with helping others and you have a proven formula to not only reduce your risk of heart attack, but to strengthen your overall immune response as well.
Use Feng Shui to Attract More Money
Speaking of making more money, here’s a tip from people who practice Feng Shui 
about what to do to attract more money. Find a pretty red bag and place some coins in it. A smart place to put the bag is in your home office. To place the bag properly, walk into the room and place the bag in the left-hand corner most distant from the door. The concept is simple: Money attracts money.
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Today we wrap up our three-part series on ChatGPT and other types of AI. This final session with Jeff Lobb is all about how to use these AI tools in your business to save time, be more efficient, and increase your profitability. Be sure to listen in if you’re a premium member. If not, check out how to Become a Premium Member and access an additional 52 of my articles each year, 36 new training podcasts in addition to our other 300 titles, plus our monthly interviews with the top influencers, industry influencers, and experts all for only $97.00 per year.