>> My name is Tom Cryer and
I'm a realtor in Denver.
Its communication, real estate business
particularly sales revolves around 3 main areas.
One is constantly generating new leads,
making existing clients and customers
that you're working with comfortable with what
they are doing and then the follow up involved
in all that with constant contact if
you will they're going to 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, realty?
>> Generally speaking, okay, it will
range somewhere a year sort of production,
will range somewhere between 85 and 90
percent of my business is either generated
from referral, from someone I've
worked with before or someone
that I had had a long standing
corporate relationship with.
And being part of a big financial
decision like that, that's fine, you know.
The person that helps you buy your first
house, you always get a hug, you know.
There is, I mean it's just a great
event starting a young family.
You get those announcements that they're,
you know, you sell a house and then you hear
about the kids getting married, that they
move into the houses as that small kid
and then they need a house, you know.
When you get into the second
generation stuff, it's really fun.
It's really fun.