Layer one: she keeps track of the good stuff. Births, engagements, new pets, new houses — the beautiful moments in her clients' lives. Your CRM is the place to log it. Not just "closed 3/14." The human stuff too.
Layer two: she calculates the future, not just the present. Glennda already knows that in 5 years, Emmett starts kindergarten. She's got a note set for herself to text his parents: "Can't believe it's been 5 years since your sweet Emmett was born — is he off to kindergarten this year?" Cupcakes included. That's not a coincidence. That's a calendar entry she made this week.
Layer three: she's playing the long game. Real estate agents talk about the 3 D's that move houses — diplomas, death, and divorce. Glennda already has a reminder set for 18 years from now, when Emmett graduates high school. Because families with a kid heading off to college start thinking about downsizing. She'll be the one who reaches out right on time, not the one who finds out from a Zillow alert.
Here's why this matters more than it sounds like it does: roughly 21 million households in this country are sitting in homes they'll eventually downsize out of, and almost 30% of boomers say a smaller home is exactly what they're shopping for next. Nobody knows exactly which Tuesday that decision happens. But Glennda will already be in their phone when it does.
Her clients don't think she's lucky. They think she's a superstar. You can be that person too. It's not about being more thoughtful than everyone else — it's about being the one who wrote it down.
