>> My name is Tom Krier [phonetic]
and I'm a realtor in Denver.
It's communication.
The real estate business, particularly
sales, revolves around three main areas.
One is constantly generating new leads,
making existing clients and customers
that you're working with comfortable with what
they're doing, and then the followup involved
in all that with constant contact, if you will.
They kind of stole my word.
I've used that for years and now
there's a business surrounding it.
>> Building relationships, how
often do you get repeat customers?
So, you know, if you sell suits
or cars, you might have a lot
of repeat business but, you know, with realty--
>> Generally speaking, okay,
it'll range somewhere,
a year's worth of production
will range somewhere between 85
and 90% of my business is either generated from
referral, from someone I've worked with before,
or someone that I have had a longstanding
corporate relationship with and being part
of a big financial decision
like that, it's fun, you know.
The person that helps you buy your first
house, you always get a hug, you know.
I mean it's just a great event,
starting a young family up.
You get those announcements that they're,
you know, you sell a house and then you hear
about the kids getting married,
they moved in the house
as a small kid and then they need a house.
You know, when you get into that second
generation stuff, it's really fun.
It's really fun.