When most of your time is spent establishing trust with consumers, it's difficult to move tens of millions of dollars in sales volume per year in a relationship company like real estate. Three top producers recently described how they've fine-tuned their procedures and client outreach while still keeping a work-life balance while their firms grew quickly. During a virtual NAR NXT UP! (link is external) session moderated by Shannon King, GRI, broker-owner of Island Living Homes in Kailua, Hawaii, a panel of former 30 Under 30 honorees—who were recognized by the National Association of REALTORS® as young leaders in the real estate profession—shared secrets to juggling their busy lives.

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.

• Increase the size of your video library. Sarah Maiga, broker-owner of Maiga Homes Luxury Real Estate in Canton, Michigan, has compiled a collection of real estate movies (link is external)—but not for the purpose of gaining followers. She instead uses her videos to boost lead conversion and referrals. She has produced a series of short movies on a variety of themes, including how to buy and sell at the same time, how to buy new construction, house purchasing 101, and downsizing resources. She utilizes a professional videographer to film a batch of 15 short movies at once to maximize efficiency, and then she posts one per week on her social media accounts. "It helps get that face-to-face interaction and shows me as a market expert," Maiga said. "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.

• Make plans for an event. Adasi provides quarterly customer appreciation activities such as a wine tour in Virginia, yacht trips in Annapolis, Maryland, and cooking classes in downtown Washington, D.C. He would also invite clients to smaller gatherings focused on providing a memorable experience. For example, his firm has season NBA tickets for the Washington Wizards, and he treats clients with four seats and VIP court access across 41 games. Other ideas for customer appreciation parties can be found here.

• Accept a giving mindset. The panel discussed the significance of volunteering and finding ways to give back to their communities, whether through volunteering or donating to organizations on behalf of customers. French is a Junior League of Oklahoma City member who volunteers at events for a senior living facility (together with Kiah, a licensed service dog). "It helps you get out and meet other people and create a strong bond with others," French said. Maiga planned a "Dump and Donate" day, collaborating with the local police department, schools, the Rotary Club, and five other local organizations to collect furniture, clothing, and food. During the ceremony, volunteers loaded donations into 13 trucks. "It didn't cost any money to organize, and it was a great service for the community," French said. Do you need some business ideas? Check out the community events that REALTORS® and associations hosted during REALTOR® Volunteer Days last year.