You’ve now built your list. You have 50 (or more) contacts entered into your CRM with their email addresses, phone numbers, and initial notes. It’s tempting to hit “send all” and blast your latest marketing campaign to everyone.

Before you do, remember that not all contacts should be treated the same. Even among people who already know and like you, not every relationship requires the same approach. Some of your contacts will actively champion your new business from day one, while others just need periodic updates.

This is where you now take a look at your list and organise everyone by priority in outreach.

Tier A: Your Immediate Champions and Referral Sources

These are the people in your network who are most likely to send a referral your way within the next 3 to 6 months—or who might be making a move themselves soon.

• Who they are: Well-connected close friends, family members who brag about you, past colleagues, or friends who work in complementary fields (like lenders, insurance agents, or local business owners).
  
• Your Action: High-touch, personal outreach. Pick up the phone, write a handwritten note, or grab a coffee. Tell them about your new career, share why you’re excited, and ask if you can count on them as a referral partner.
  
• Frequency: Reach out every 30 to 45 days.

Tier B: Warm Relationships (Long-Term Supporters)

These contacts like you and wish you success, but there isn’t an immediate moving or referral opportunity right now.

• Who they are: Solid friends, friendly neighbors, or general acquaintances who know you well enough to take your call.
  
• Your Action: Consistent, value-focused check-ins. Send them personal text updates, share relevant local market news, and engage with their posts on social media. Over time, some of your strongest “A” contacts will start out here.
  
• Frequency: Reach out every 60 to 90 days.

Tier C: Casual Contacts & Extended Network

You have a real connection with these people, but you haven’t spoken in a while, or the relationship isn’t deep enough yet for them to actively promote your new business.

• Who they are: Former high school/college classmates, gym buddies, or distant acquaintances.
  
• Your Action: Low-pressure nurture. Add them to your monthly market update email list, send holiday or birthday greetings, and focus on warm reconnections rather than asking for business right away.
  
• Frequency: Touch base quarterly or semi-annually.

Tiers are not permanent labels

Your relationships will naturally evolve over time:

• A Ter C old highschool friend might reach out after seeing your market update and suddenly become a Tier A buyer
• A Tier B neighbour who introduces you to a homebuyer automatically steps up to Tier A

Your ultimate goal during your first year in real estate is to nurture your B and C contacts, built trust, and move them up into Tier A referral engines.

Quick Setup Instructions for Your CRM

To put this into action right away:

1. Tag Every Contact: Add a tag or drop-down field in your CRM for Grade: A, Grade: B, or Grade: C. (ideally you won’t have any Grade D clients in this round!)
2. Set Task Reminders: Create recurring task alerts for your Tier A contacts so you never go more than a month without a quick check-in.
3. Schedule Bi-Annual Reviews: Put a recurring 30-minute block on your calendar twice a year to review your 50+ contacts and update their grades as your relationships grow.

Your initial database of 50 people is the foundation of your real estate career. By categorizing them today, you’ll focus your energy where it matters most and turn your personal network into a steady pipeline of real estate business.