Organizing Clients In Your Book of Business

in Customer Service/Database/Rockstar Tools/Smart Cookie Tactics by

There are many methods of organizing clients in your Book of Business, but we like to keep things simple.  We feel that there are three simple categories or “buckets” that you can

slide your clients into when you start to build your book.



  • Present Clients
  • Potential Clients
  • Past Clients


In order of priority, this is how you figure out which group to start organizing first.


#1 PRESENT CLIENTS–  You need to make sure you have reminders and tasks organized so these peeps feel like they are the center of your world.


#2 POTENTIAL CLIENTS–  Anyone you have not sold/listed a home for.  Internet leads, friends, family, former workmates, that weird lady you met at the deli at Wally world, people who own homes that you would like to sell, people who are renting but may buy one day.   THIS IS YOUR POT OF GOLD!


#3 PAST CLIENTS–  You know the drill, start from the most recent and start working back.  Use your MLS to guide you. These are your peeps.   These are the folks that helped you keep the lights on and that $40 dog food in your dog’s dish.   Treat them like family.  Reach out often. Never forget who helped you get to where you are now.





Building a great Book of Business does not happen overnight!  Work on building your database a little at a time. Be patient with yourself and you will be rewarded with a Book of Business that will take care of you for years to come!


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Business Development Specialist. Writer. Passionate about helping small business owners learn to love marketing and embrace stellar customer service practices.

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