33 intentional touches a year keeps you top of mind so referrals become inevitable. Here's the actual math to 33, adjust the mix to your style, but keep the total.
The Math to 33 (per contact, per year)
Touch type
What it is
Count
Monthly value email
Market update or item of value, every other month
6
Monthly postcard
Just listed / just sold / testimonial, alternating months
6
Client-appreciation event
Quarterly, the invite and the follow-up
4
Handwritten notes
Birthday, home anniversary, thank-you, thinking-of-you
4
Seasonal touches
New year, spring, fall, holiday card
4
Personal calls
A real check-in call, once a quarter
4
Value / personal
Relevant article, referral intro, coffee invite, annual home-value review, a just-because text
5
TOTAL
Intentional touches per contact, per year
33
Train them to refer you. On the calls and coffees: “If you knew someone thinking of buying or selling, would you feel comfortable referring them to me?” Almost always yes. That’s the whole point of the 33.