We all know that for most the part, in the Real Estate Industry that the lion's share of the business comes from marketing to their Sphere of Influence to get Repeat Business and Referrals.
The idea of advertise in the Yellow Pages is absurd, I agree. After all when was the last time you heard of someone getting a call from a yellow pages ad?
So if business is coming from SOI repeat and referral you have to be asking yourself what the heck is he talking about? Is he really going to justify the yellow pages? Or when was the last you have heard of someone looking in the Yellow Pages?
So now that we agree that SOI is the best, let's open up the yellow pages to the beginning. What do you see, Abrasives. Who do you know that is in the Abrasives Business (not who is abrasive)? Write them down. Go to the next item Abstracters hmmm, might we know someone in the abstract business, write them down. Next is Accident Reconstruction Service... You get the idea.
Go through the yellow pages and write down all those that come to mind that are not in your current database and add them to it then continue to market to them for repeat and referral business. The for goodness sake pick up the phone and call them!!!