What's a "cold" lead versus someone who was referred to you? One's easier to develop.

In other words, when looking for ways to increase your business, you'll be much more successful securing a potential customer when he is referred to by a friend, than if you just met them "cold."

And knowing that most people will only refer business to someone they know, how can you continue to build upon past client relationships so they will send business your way?

Answer: By doing good work and staying "top of mind" with all of your previous clients.

Here are three of my favorite ways for keeping yourself front and center in the minds of those individuals.

1. Carve out some time for a much-needed (coffee) break.

Let's face it, moving is stressful. By the time you're done packing up your stuff, moving it across town, hope that everything is still in one piece when you get there, and then start unpacking it all…well, it's enough to tire out even the most patient of people.

But imagine the surprise on your client's face when you give them a call a few weeks after closing, just to see how things are going. How do they like the house? How's the new job? Are the kids making new friends at school? These are just a few questions you can ask while on the phone, or over a cup of coffee.

This discussion is also a great opportunity to learn more about your role in the process. Does it sound like everyone is feeling good about the purchase (thereby confirming your thoughts when you initially selected the property), or for one reason or another was the house not exactly what they anticipated? (Something you'll keep in mind when facilitating their next home purchase.)

By spending some time with this person after the fact, you've continued the momentum built up from the original transaction, and positioned yourself as someone they could recommend to their friends.

2. Send a postcard.

This is one you can use just about any time, but it's especially good when you're heading out of town. Whenever I get a chance to get away for a few days, I usually pick out 9 or 10 of my past clients that I haven't spoken to in a while, and make it a point to drop them a line.

You don't have to say anything too fancy, just a quick note to touch base and refresh the relationship. As an example, I might write something like this:

Hello from sunny Florida! I managed to get out of the office for a few days and I just wanted to touch base to see how things were going. I know I've been super busy myself, but maybe we can get together sometime for coffee or a bite to eat. It'd be great to catch up and hear all about the new house! In the meantime though, have yourself a great week and I look forward to keeping in touch.

If your next trip is a little ways off, consider using a digital camera to create postcards you can send right away. I sometimes use pictures I've taken from previous vacations, print them off on nice paper and out they go. In either case, postcards are a great way to keep yourself "top of mind" with the other person, and can pave the way for future referral-based business.

3. Send holiday cards.

Of the three options listed in this article, I'd consider this one to be my least favorite. Not because sending holiday cards is bad, but because during the holidays, everyone is doing the exact same thing, so it's tough to stand out from the crowd.

To get around that, my recommendation is to send out your cards right after Thanksgiving, that way they can be among the first to arrive in your past client's mailbox. Personally, I like to have our cards out by December 1st, so people get them before being bombarded by other holiday well-wishers.

So remember, when it comes to increasing your referral-based business, you only have to remember two things: Do a bang up job while you're working with your client, then continue building that relationship even after the deal is closed.

Once you incorporate those adjustments into your '04 plan, I can almost guarantee you that an up-tick in referrals is just around the corner.