More people means more money

When you’re in sales, there’s a simple reality that can’t be avoided. The more people you know, the higher the likelihood of creating consistent income. But that only works if you stay in touch with those people. Relationships don’t generate results on their own, they require intention, structure, and consistency. That’s why one of the most important habits in any sales business is continuously adding new people to your database. It doesn’t matter where you find them. What matters is that you do it regularly. Consistency will always outperform intensity in the long run. What many agents don’t account for is that your database naturally shrinks over time. On average, you can expect your database to be reduced by roughly fifteen percent each year. People move, change contact information, leave the market, pass away, or simply disengage. If you’re not adding new people consistently, you’re not standing still, you’re moving backward. The biggest mistake I see agents make is choosing prospecting methods they can’t sustain. They try something for a week or two, burn out, and then move on to the next shiny idea. Prospecting only works when it becomes a repeatable habit, something you can do over and over again without resentment or exhaustion. I recommend thinking about prospecting in three layers. First, you should have a primary prospecting method. This should align with your personality, your strengths, and your expertise. It’s the method you enjoy the most and can commit to consistently. Second, have a secondary prospecting method that supports and complements your primary one. This adds volume and flexibility without overwhelming you. Third, have a tertiary prospecting method or maybe call it experimental based on where the market is heading next. This isn’t something you rely on daily, but it’s there when you need to turn up the activity or create momentum quickly. All three methods serve one purpose: filling the top of the funnel with new people. If the top of the funnel isn’t full, everything else in your business suffers. Follow-up becomes harder, appointments dry up, listings slow down, and income becomes unpredictable. The key is understanding where your expertise lies and making that your number one way to generate new relationships. When your prospecting is predictable, your pipeline becomes predictable. And when your pipeline is predictable, your income follows.