If you're new to Bellator, this may be news, but if you've been here more than a month, you know that the strongest tool we have to grow our business is the telephone. Once you have a database to support your income goals (typically one person for every $1,000 you want to make per year) and meet with Marketing to ensure all your Bellator-provided auto-flow programs are active, your job is to stay in touch with your sphere of influence. Some type of CRM is essential to do this consistently—and it must be done consistently.

As outgoing as we tend to be as realtors, many of us, for some reason, get shy when calling our SOI (sphere of influence). I often hear from agents, "What am I supposed to talk about?" First and foremost, don't bring up business unless the person is WARM or HOT based on prior conversations. Always start with FORD: Family (how are the kids, spouse?), Occupation (are you still working at ABC? How's that going?), Recreation (have you taken any fun trips lately?), and Dreams (do you have any vacation plans or upcoming goals?).

The key here is to genuinely care about the person. If you find it difficult to care, this may not be the right job for you. The more conversations you have, the more notes you'll add to your Bellator CRM, allowing future conversations to be more personalized. Secondly, ask questions and listen. Aim to give the client at least 70% of the talk time. I tend to be a talker; my mind races at a thousand miles per hour, so I have to work on really listening. If listening doesn't come naturally, know that it's a skill you can master with practice. People like being heard. If you dominate the conversation, people are less likely to pick up next time—and less likely to like you, which is critical in this business.

Now, let's talk about having something relevant to say. If the person isn't HOT or WARM, don't overwhelm them with calls, but aim to reach out every 2–3 months. Here are some seasonal topics to make calls easier. Please feel free to add ideas to this post to keep a running list.

• Fall (Now): If storms are threatening, remind clients to check their generators—offer help if they're out of town (especially relevant in summer). Daylight savings, holiday travel (offer to drive by their house if they'll be away). Holidays make great FORD conversation starters.

• Winter: Before a freeze, remind clients to protect their pipes; if they're away, offer to run their outdoor faucets. In late winter, conduct RERs and help them compare with their upcoming tax valuations. Send a link to the county site to contest tax valuations (this can save them 10% or more); remind clients about the Strengthen AL Home roof grant (Jan 8 for Baldwin Co.).

• Spring: Continue with RERs; time change (remind about smoke detectors); recommend an HVAC company for pre-summer servicing; remind clients about the Strengthen AL Home roof grant (April 3 for Baldwin Co.).

• Summer: Provide hurricane season prep tips (offer to help put away lawn/porch furniture if they're away); remind clients of the Strengthen AL Home roof grant (July 9 for Baldwin Co.); check equity to see if PMI can be canceled.

Always have your Lolo tool screen up and ask clients about their gifts (if you do not know what LoLo is, get with the Marketing Department and learn!). Offer these to them or anyone they know who owns a local business. Mention any new developments near their home—this dovetails nicely with your auto-flows. Also, read YAPMO posts, Broker Bits, Baldwin Realtors info, etc., for timely information that could benefit your clients.

I'm sure you all have other pertinent ideas, but remember: the main reason for the call is to maintain and strengthen the relationship. These people are the lifeblood of your business. You are the CEO/CFO of your business, and for it to succeed, you must work at it. Calls are the most productive business activity.

If you haven't already, join Bellator's challenge to call everyone in your SOI by the end of the year (Contact to Contract). Sending Christmas cards is also essential. If you're reading this, I'm probably preaching to the choir, but this activity alone will help you end 2024 strong and set you up to optimize 2025.