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4 Ways Real Estate Agents Can Build A People Portfolio

In my last blog post, I discussed why every real estate agent needs to build a people portfolio. (And why is that? Because relationships are the foundation of a sustainable real estate business!)

Now that you have a good understanding of how important it is to build a people portfolio, let’s dive into some strategies for attracting people and building relationships. 

How To Attract People For Your Portfolio

1) Start with this practical, minimalist approach to building your People Portfolio:
  • Meet 3 people face-to-face, every day.
  • Contact them three times over three weeks (the first meeting counts as contact).

The objective is to add 3 people to your Portfolio weekly. Three people per week adds up to 150 people in your real estate crm per year. At the end of 3 years, you’ll have approximately 450 people in your People Portfolio, and at the end of 10 years you’ll have 1,000-1,500 people.

Now that's a sustainable business.

2) Be remarkable.

The word remarkable is confusing and is misinterpreted by many to be something far beyond what it really means. Seth Godin’s best-selling book Purple Cow explains it nicely: “When I say remarkable, I mean just that… It’s worth talking about.“

As an example, here’s what makes Realvolve remarkable: We are the only technology provider in real estate delving into issues beyond real estate, such as health, well-being, and sustainable business practices. Realvolve also donates proceeds from book sales to charity.

We don’t see this as remarkable since we simply followed our hearts. As should you. What makes you remarkable may not feel worthy of a trophy—the trait or talent is likely inherent to who you are—but its expression will set you apart.


3) Give your portfolio as much free value as you can.

When I say free value, I’m not talking about calendars, pens, or magnets. Make your People Portfolio something that people want to be a part of by providing them with helpful resources.

Here are some suggestions:

  • Sponsor free community workshops. Introduce your portfolio to the best health and wealth practitioners you can find.
  • Organize a local farmer’s market or community garden.
  • Organize micro-events for your town, such as inviting authors, professors, scientists, and technology experts

Basically, find a way to add value to the community you serve. Give back. Don’t just extract money.

If you give your energy to your community, it will give back to you. The trick, though, is that you cannot use generosity as a tactic or strategy. It can’t be faked to achieve some self-serving end. It must be authentic.

And that leads us to my final point.

4) Be authentic.

Authenticity is a rare commodity these days. People gravitate to genuineness when they see it, and more importantly when they feel it. If enough people hear about the things you do, the kind of person you are, the dreams you dream, and the hopes that keep you plugging away towards your goal, you’ll attract plenty of people into your portfolio!


So there you have it—4 strategies for attracting people for your portfolio. Put in the time to meet people face-to-face, discover what makes you remarkable (and share it!), give back to your community, and do it with a genuine heart. It will all pay off in the long run.


Your Turn: What Advice Can You Share About Building A People Portfolio?

Whether you’re new to the real estate biz or a seasoned veteran, we’d love to hear how you have successfully formed new relationships and kept them going. Please share your advice or experiences in the comments section below!

Dave Crumby

Dave is the Chairman of Firepoint / Realvolve, a state-of-the-art customer relationship management (CRM) platform built expressly for real estate agents. Dave began his real estate career as an agent in 1996. Dave authored in 2013 the book titled 'REAL: A Path to Passion, Purpose and Profits in Real Estate’ that has since become a best seller. The book features Dave's experience and the wisdom of other successful real estate leaders, such as the CEOs of Zillow, Trulia, Better Homes and Gardens, and many others.


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