It's challenging to move tens of millions of dollars in sales volume annually in a relationship-based business like real estate when the majority of your time is spent building trust with customers. Recently, three leading producers talked about how they improved their processes and customer outreach while maintaining a healthy work-life balance as their companies expanded rapidly. Shannon King, GRI, broker-owner of Island Living Homes in Kailua, Hawaii, moderated a virtual NAR NXT UP! (link is external) session where a group of former 30 Under 30 honorees, who were identified by the National Association of REALTORS® as young leaders in the real estate industry, shared strategies for managing their hectic schedules.

Here are a few suggestions they made to attendees:

• Establish daily outreach goals. According to Koki Adasi, CRS, an executive vice president of Compass Real Estate in the Washington, D.C., area, it's easy to fall victim to the "always do more" mindset in real estate, which may lead to extended work hours and a distorted work-life balance. He sets daily customer outreach goals using an EXCEL spreadsheet: He sends one video per day, such as a personal "happy birthday" greeting to a prior client or a "thinking of you" message to his entire sphere; two handwritten notes; three CMAs to past clients; and he promises to call his sphere three times per day. "It's a pretty simple list, but I do it consistently," he said.

• Expand your collection of videos. Not to attract followers, Sarah Maiga, broker-owner of Maiga Homes Luxury Real Estate in Canton, Michigan, has put together a selection of real estate films (link is external). Rather, she leverages her films to increase referrals and lead conversion. She has produced a number of short films on a range of topics, such as shrinking resources, buying new construction, buying a house 101, and buying and selling simultaneously. To increase efficiency, she hires a professional videographer to record 15 short films all at once, which she then shares on social media once a week. "It helps get that face-to-face interaction and shows me as a market expert," Maiga stated. "People will find me on YouTube, and they almost treat me like I'm a celebrity."

• Be genuine in your marketing. Kadee French, a salesman with Keller Williams Central Oklahoma in Edmond, Oklahoma, posts pictures of her Cavachon poodle, Kiah, on social media. French's dog has become a mascot for her company, and she makes amusing memes or cards with Kiah dressed up in costumes to match the seasons. Aside from images of her pet, French uses social media to respond to her clients' posts, such as celebrating milestones like a new baby or highlighting her involvement and charity work in the community. All three speakers at the NAR NXT UP! event indicated they get the most attention on non-real estate-related social media posts. Adasi, for example, has "Monday Morning Motivation" videos on his Instagram page.

• Plan an event. Quarterly client appreciation events offered by Adasi include culinary courses in downtown Washington, D.C.; yacht trips in Annapolis, Maryland; and wine tours in Virginia. Additionally, he would extend invitations to clients for more intimate events that aimed to create a lasting impression. For instance, his company sells Washington Wizards season NBA tickets, and he provides four seats and VIP court access to his clients during 41 games. Here are some more suggestions for celebrations honoring customers.

• Adopt a giving attitude. The panelists talked about the value of volunteering and how people can give back to their communities by volunteering or making donations on behalf of clients. Along with Kiah, a certified service dog, French, a member of the Junior League of Oklahoma City, participates at senior living facility events. "It helps you get out and meet other people and create a strong bond with others," French stated. Working with the local police department, schools, Rotary Club, and five other local organizations, Maiga organized a "Dump and Donate" day to gather food, clothing, and furniture. Thirteen vehicles were filled with donations by volunteers during the ceremony. "It didn't cost any money to organize, and it was a great service for the community," French stated. Are you in need of business concepts? Take a look at the community activities that REALTORS® and their associations held during the previous year's REALTOR® Volunteer Days.