I always say it, "activities drive results." Yesterday we sent out 160 hand written letters. While I personally. wrote the letters my team went through each deal. We confirmed we have the clients contact details & birthday. What rate they have - incase there is a refinance opportunity into better terms. We track referral source to reward, capture the realtor (buying and listing), the lawyer details, company our client works at and took time to thank everyone for working with us in 2019. These activities are the ones most brokers don't do and are a contributing factor on not hitting that first $10M, $50M or $100M in sales. I think yesterdays activity is a $20M ++ activity.
If you really want to turn it up a notch you implement that annual activity into your weekly routine, blocking time to continually follow up with clients and referral sources, thank and capture accurate information. Its a tedious activity, one a lot of our CRM captures but our clients are work more and so are our referral sources. Thats why I still hand write letters. I believe we have the best clients and referral sources and we treat them that way!
Scott