Business Strategies · Resource 03
How to Stay Connected and Earn Repeat & Referral Business
Relationships create opportunities. Meaningful conversations move them forward.
This experience will help you strengthen genuine relationships and become someone people remember, trust, and want to work with, through a five-relationships action plan that starts with meaningful conversations.
Step 1
Who Would You Like to Help?
Choose a relationship and discover a meaningful way to provide value.
Select one relationship. You'll see one finished resource to give and a 12-month plan to follow. No forms, no sign-up, no contact information required.
Your selection at a glance
Step 2
Something Valuable You Can Give
Build trust by helping someone make a better decision, avoid an overlooked problem, or make life a little easier.
Agent-only guidance Use when a past client has mentioned a renovation or significant home improvement.
Before You Renovate
Five Decisions Worth Making First
A renovation should make sense for your lifestyle, budget, and future plans. Before committing, consider these five things.
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1. What are you trying to accomplish?
Are you improving your daily living experience, solving a problem, or preparing to sell? The answer should guide what you do and how much you spend.
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2. What's the full cost?
Get detailed written estimates. Consider permits, materials, labor, disruption, and unexpected expenses. Build in a reasonable contingency.
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3. Will the improvement make sense for resale?
Not every renovation adds an equal amount of value. Before investing heavily, compare the proposed improvements with features buyers value in similar local properties.
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4. What needs to be verified?
Confirm applicable permit requirements, contractor qualifications, insurance considerations, and any association restrictions before beginning work.
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5. How long will you enjoy the improvement?
A renovation that makes sense for a home you plan to enjoy for many years may not be the right investment if you're moving soon.
The takeaway: The best renovation isn't necessarily the most expensive. It's the one that makes sense for your goals, budget, and home.
Printing or saving as PDF includes only the consumer guide, never the agent guidance above.
Agent-only guidance Use when someone is exploring buying a home or wants a clearer understanding of ownership costs.
The Hidden Costs of Homeownership
Five Expenses Beyond the Mortgage
A mortgage payment is only part of the cost of owning a home. Here are five important expenses to understand.
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1. Property taxes
Don't assume the current owner's property tax bill will be yours. Changes in ownership, assessed value, and exemptions may affect future taxes.
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2. Insurance
Get quotes based on the actual property. Understand deductibles, coverage limitations, and whether additional coverage may be necessary.
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3. HOA and condominium expenses
Review association dues, financial information, assessments, restrictions, and relevant documents.
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4. Maintenance and repairs
Consider the condition and expected maintenance needs of the roof, HVAC, plumbing, electrical systems, and appliances.
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5. Cash needed after closing
Remember moving costs, immediate repairs, utility setup, and a financial reserve for surprises.
The takeaway: A home is truly affordable when the complete cost of owning it fits your financial situation—not simply when you qualify for the mortgage.
Printing or saving as PDF includes only the consumer guide, never the agent guidance above.
Agent-only guidance Use when someone has expressed that their housing needs may be changing. Never assume they need to move.
Stay, Sell, or Rent?
A Guide to Making the Right Housing Decision for You
A change in life doesn't always mean you need to change homes. Before deciding, consider your options.
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1. Does your current home still work for you?
Think about location, space, accessibility, maintenance, and lifestyle.
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2. What would staying cost?
Look at your current expenses and any repairs or changes needed to make the home work better.
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3. What would selling mean financially?
Consider estimated sale proceeds, selling expenses, moving costs, and the cost of your next home.
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4. Would renting make more sense?
Consider flexibility, monthly expenses, lease terms, and maintenance responsibilities. If you're considering renting out a property you own, also investigate landlord responsibilities, restrictions, vacancy, insurance, and management costs.
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5. What's your ideal timeline?
Consider financial priorities, deadlines, family needs, and how much flexibility you have.
The takeaway: You don't need to make a housing decision under pressure. Understanding your options helps you choose what works best for your life.
Printing or saving as PDF includes only the consumer guide, never the agent guidance above.
Agent-only guidance Use when a professional connection would benefit from a practical reference for property-related decisions.
Five Property Questions Worth Investigating
Important Details That May Not Be Obvious
Before making a major property decision, these five areas deserve attention.
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1. Are improvements properly documented?
Verify applicable permits and property records through the appropriate local authority.
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2. Are there insurance considerations?
Property location, condition, construction, and other factors may affect insurance availability, coverage, and cost.
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3. Are there association obligations?
Where applicable, review governing documents, dues, assessments, restrictions, and available financial information.
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4. What do qualified inspections reveal?
Appropriate inspections can help identify concerns with major systems, safety, property condition, and potential repairs.
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5. Could anything affect future use or resale?
Investigate relevant restrictions, property characteristics, access, condition, and marketability.
The takeaway: Better property decisions begin with better questions. A knowledgeable real estate professional can help identify concerns and connect you with qualified experts.
Printing or saving as PDF includes only the consumer guide, never the agent guidance above.
Agent-only guidance Use when someone you've known has expressed a relevant homeownership question or need. Do not invent a reason to contact them.
The Homeowner Essentials Guide
Five Things Worth Keeping Handy
When an unexpected home issue arises, having the right information accessible can save time and frustration.
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1. Insurance documents
Know where to find your policy, renewal information, deductibles, and insurance contact.
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2. Property records
Keep permits, warranties, surveys, and documentation of major improvements organized.
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3. Major home systems
Know the approximate age and service history of your roof, HVAC equipment, water heater, and other important systems.
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4. Property tax and association notices
Keep important communications organized and pay attention to relevant deadlines and changes.
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5. Trusted service contacts
Maintain contact information for appropriately qualified professionals who can help with repairs and maintenance.
The takeaway: Being prepared makes it easier to protect your home, respond to problems, and make informed decisions.
Printing or saving as PDF includes only the consumer guide, never the agent guidance above.
Step 3
Your 12-Month Relationship Plan
The resource opens the door. What you do afterward builds the relationship.
First 90 Days
- Day 1
Provide Value
Share the resource because it relates to a real need or conversation.
- Day 7
Be Helpful
Find out whether the resource answered their question or helped with a decision, when further contact is welcome.
For this relationship: Was the guide useful in thinking through the project?
- Day 30
Remember What Matters
Reconnect about something specific they mentioned.
For this relationship: Have they made any decisions about the renovation?
- Day 60
Show Genuine Interest
Take an interest in how their project, decision, or situation is progressing.
For this relationship: If they've started, how is the project progressing?
- Day 90
Strengthen the Connection
Connect around something meaningful to them, whether related to real estate or not.
For this relationship: Recognize a meaningful milestone or something personal they shared.
After Day 90
How Often Should You Stay Connected?
Remaining touchpoints
120, 150, 180, 210, 240, 270, 300, 330, 360
- Day 120 A useful resource or update tied to the renovation project they mentioned.
- Day 150 A milestone worth acknowledging, like a completed phase of their project.
- Day 180 Continue a renovation conversation they welcomed.
- Day 210 A shared personal interest that came up in an earlier conversation.
- Day 240 An actual opportunity to help, like a relevant contractor or reference.
- Day 270 Ask how the finished project has been working for them.
- Day 300 Something specific they mentioned wanting to take on next.
- Day 330 A personal milestone, like a move-in anniversary or family event.
- Day 360 Reconnect around the year behind them and what they have planned.
Remaining touchpoints
150, 210, 270, 330
- Day 150 A milestone worth acknowledging, like a completed phase of their project.
- Day 210 A shared personal interest that came up in an earlier conversation.
- Day 270 Ask how the finished project has been working for them.
- Day 330 A personal milestone, like a move-in anniversary or family event.
Remaining touchpoints
180, 270, 360
- Day 180 Continue a renovation conversation they welcomed.
- Day 270 Ask how the finished project has been working for them.
- Day 360 Reconnect around the year behind them and what they have planned.
The cadence should change when the relationship changes. Respect anyone who prefers less contact or asks not to be contacted.
First 90 Days
- Day 1
Provide Value
Share the resource because it relates to a real need or conversation.
- Day 7
Be Helpful
Find out whether the resource answered their question or helped with a decision, when further contact is welcome.
For this relationship: Did they discover any ownership expenses they hadn't considered?
- Day 30
Remember What Matters
Reconnect about something specific they mentioned.
For this relationship: Have their housing priorities become clearer?
- Day 60
Show Genuine Interest
Take an interest in how their project, decision, or situation is progressing.
For this relationship: Is there a specific housing question where your expertise could help?
- Day 90
Strengthen the Connection
Connect around something meaningful to them, whether related to real estate or not.
For this relationship: Continue the relationship around something genuinely relevant to them.
After Day 90
How Often Should You Stay Connected?
Remaining touchpoints
120, 150, 180, 210, 240, 270, 300, 330, 360
- Day 120 A genuinely useful update about homeownership or their area.
- Day 150 A milestone, like locking in financing or finding their home.
- Day 180 Continue a housing conversation they were glad to have.
- Day 210 Something they mentioned about their neighborhood or community.
- Day 240 An actual opportunity to help with a specific ownership question.
- Day 270 Ask how their home or search is going in a natural way.
- Day 300 Something meaningful they shared about their plans.
- Day 330 A local event or community milestone relevant to them.
- Day 360 Reconnect around what changed in their housing plans over the year.
Remaining touchpoints
150, 210, 270, 330
- Day 150 A milestone, like locking in financing or finding their home.
- Day 210 Something they mentioned about their neighborhood or community.
- Day 270 Ask how their home or search is going in a natural way.
- Day 330 A local event or community milestone relevant to them.
Remaining touchpoints
180, 270, 360
- Day 180 Continue a housing conversation they were glad to have.
- Day 270 Ask how their home or search is going in a natural way.
- Day 360 Reconnect around what changed in their housing plans over the year.
The cadence should change when the relationship changes. Respect anyone who prefers less contact or asks not to be contacted.
First 90 Days
- Day 1
Provide Value
Share the resource because it relates to a real need or conversation.
- Day 7
Be Helpful
Find out whether the resource answered their question or helped with a decision, when further contact is welcome.
For this relationship: Did the guide help clarify their options?
- Day 30
Remember What Matters
Reconnect about something specific they mentioned.
For this relationship: Have their priorities become clearer?
- Day 60
Show Genuine Interest
Take an interest in how their project, decision, or situation is progressing.
For this relationship: Has anything relevant changed, if they welcome further discussion?
- Day 90
Strengthen the Connection
Connect around something meaningful to them, whether related to real estate or not.
For this relationship: Respectfully reconnect based on what they've shared.
After Day 90
How Often Should You Stay Connected?
Remaining touchpoints
120, 150, 180, 210, 240, 270, 300, 330, 360
- Day 120 Follow up on something meaningful they shared about their situation.
- Day 150 A milestone or accomplishment in their life change.
- Day 180 Continue a conversation they welcomed about their options.
- Day 210 A shared personal interest that offers a natural connection.
- Day 240 An actual opportunity to be helpful with a housing question.
- Day 270 Ask how things are settling in, if they welcome the conversation.
- Day 300 Something they mentioned planning next.
- Day 330 A personal milestone worth acknowledging.
- Day 360 Reconnect around how their year turned out.
Remaining touchpoints
150, 210, 270, 330
- Day 150 A milestone or accomplishment in their life change.
- Day 210 A shared personal interest that offers a natural connection.
- Day 270 Ask how things are settling in, if they welcome the conversation.
- Day 330 A personal milestone worth acknowledging.
Remaining touchpoints
180, 270, 360
- Day 180 Continue a conversation they welcomed about their options.
- Day 270 Ask how things are settling in, if they welcome the conversation.
- Day 360 Reconnect around how their year turned out.
The cadence should change when the relationship changes. Respect anyone who prefers less contact or asks not to be contacted.
First 90 Days
- Day 1
Provide Value
Share the resource because it relates to a real need or conversation.
- Day 7
Be Helpful
Find out whether the resource answered their question or helped with a decision, when further contact is welcome.
For this relationship: Did the guide help identify anything worth investigating?
- Day 30
Remember What Matters
Reconnect about something specific they mentioned.
For this relationship: Was the original question resolved?
- Day 60
Show Genuine Interest
Take an interest in how their project, decision, or situation is progressing.
For this relationship: Reconnect around a relevant professional interest or useful connection.
- Day 90
Strengthen the Connection
Connect around something meaningful to them, whether related to real estate or not.
For this relationship: Continue building a mutually valuable professional relationship.
After Day 90
How Often Should You Stay Connected?
Remaining touchpoints
120, 150, 180, 210, 240, 270, 300, 330, 360
- Day 120 An article or insight relevant to their field, tied to something they mentioned.
- Day 150 A professional milestone or accomplishment of theirs.
- Day 180 Continue a professional conversation they welcomed.
- Day 210 A shared professional interest or useful connection.
- Day 240 An actual opportunity to help, like a meaningful introduction.
- Day 270 A relevant follow-up on the property question they raised.
- Day 300 Something in the market that genuinely relates to their work.
- Day 330 A mutual contact or occasion worth acknowledging.
- Day 360 Reconnect around the professional relationship and where it can go.
Remaining touchpoints
150, 210, 270, 330
- Day 150 A professional milestone or accomplishment of theirs.
- Day 210 A shared professional interest or useful connection.
- Day 270 A relevant follow-up on the property question they raised.
- Day 330 A mutual contact or occasion worth acknowledging.
Remaining touchpoints
180, 270, 360
- Day 180 Continue a professional conversation they welcomed.
- Day 270 A relevant follow-up on the property question they raised.
- Day 360 Reconnect around the professional relationship and where it can go.
The cadence should change when the relationship changes. Respect anyone who prefers less contact or asks not to be contacted.
First 90 Days
- Day 1
Provide Value
Share the resource because it relates to a real need or conversation.
- Day 7
Be Helpful
Find out whether the resource answered their question or helped with a decision, when further contact is welcome.
For this relationship: Did the guide help with the original question?
- Day 30
Remember What Matters
Reconnect about something specific they mentioned.
For this relationship: Was the issue resolved?
- Day 60
Show Genuine Interest
Take an interest in how their project, decision, or situation is progressing.
For this relationship: Reconnect around something meaningful they've shared.
- Day 90
Strengthen the Connection
Connect around something meaningful to them, whether related to real estate or not.
For this relationship: Maintain the personal connection without manufacturing a real estate need.
After Day 90
How Often Should You Stay Connected?
Remaining touchpoints
120, 150, 180, 210, 240, 270, 300, 330, 360
- Day 120 Something meaningful they shared that makes a natural reason to reconnect.
- Day 150 A milestone or personal accomplishment they mentioned.
- Day 180 Continue a conversation they genuinely welcomed.
- Day 210 A shared personal interest that gives you a real reason to reach out.
- Day 240 An actual opportunity to be helpful with the question they raised.
- Day 270 A relevant home issue or seasonal reminder worth mentioning.
- Day 300 Something specific they said they would be doing or deciding.
- Day 330 A personal occasion or memory worth acknowledging.
- Day 360 Reconnect genuinely, without inventing a real estate reason.
Remaining touchpoints
150, 210, 270, 330
- Day 150 A milestone or personal accomplishment they mentioned.
- Day 210 A shared personal interest that gives you a real reason to reach out.
- Day 270 A relevant home issue or seasonal reminder worth mentioning.
- Day 330 A personal occasion or memory worth acknowledging.
Remaining touchpoints
180, 270, 360
- Day 180 Continue a conversation they genuinely welcomed.
- Day 270 A relevant home issue or seasonal reminder worth mentioning.
- Day 360 Reconnect genuinely, without inventing a real estate reason.
The cadence should change when the relationship changes. Respect anyone who prefers less contact or asks not to be contacted.
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The Better Together Difference
Most agents focus on staying top of mind.
Exceptional agents focus on becoming someone people trust, remember, and genuinely value.
The difference isn't how often you reach out. It's whether the relationship is stronger because you did.
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