One of the most valuable tools you need in your arsenal is a method of tracking where your business comes from. In order to effectively allocate time and resources to referral sources, you must know that sources are responsible for your success.

Take half an hour soon and set up a simple spreadsheet. Go back through the past 12-24 months and make not of how many transactions resulted from each source. Be sure and break down all sources individually rather than by office. Also, be sure to have separate categories for past clients, friends and affinity groups. You will probably find some results that are not only helpful but very surprising!