The seeds REALTORS® sow today when it comes to connecting with the public and potential clients, can reap big business rewards later, says Ashton Gustafson, In his IAR Spring Conference closing session, “We’ve Got It All Backwards,” Gustafson said REALTORS® can make the best use of their time by diligently working every day to build and maintain relationships with past and potential clients.

Consumers are looking for someone that they consider a friend or market expert, he said.

Some tips from Gustafson:

• Don’t try to do everything. Focus on fewer things and do them really well.
• Connect with your sphere of influence frequently through phone calls and hand-written notes.
• Listen to what consumers are saying in the market and be available to answer them.
• Set yourself apart by becoming your local market expert.