What if your next transaction is embedded in your current transactions? This is such an easy concept but often overlooked by many agents. Every escrow you have is a pathway to more escrows. Let me share three key strategies to help you leverage this opportunity.

First, introduce every single person you're in escrow with to your VIP program. You might say, "I don’t have a VIP program." Well, you need to start one. A VIP program simply means telling your clients:

"Now that you’re my client and we're closing this transaction, I’d like to invite you to my VIP club. Here’s how it works: If you hear someone thinking about doing real estate business and refer them to me—even if they don’t close—that act alone makes you a VIP. As part of the VIP club, you’ll get access to special events throughout the year, quarterly prizes, and a grand prize at the end of the year. Plus, for every referral you send, you’ll receive a small gift from me."...

Here's a question for you: When you're working with a buyer for the first time, do you have a pre-buy meeting checklist?

If not, you're probably not delivering the highest level of service possible. A pre-buy meeting checklist helps you prepare to serve your clients at the highest level.

What could that checklist look like? Let me share some items on my checklist that might give you an "aha" moment to add to your own.

1. Research the Buyer

First, I research the buyer. I do a Google search to ensure there are no red flags and check their social media. This helps me gather additional information that may not have come up during our initial conversation.

I also connect with them on social media, talk to their lender to understand their financial needs, and reach out to whoever referred them. These steps help me get a comprehensive understanding of who they are.

2. Prepare the Buyer

Next, I prepare the buyer. I send them a qualifying questionnaire—just four or five...