i've been in the biz for 5 years. when i started i began mailing to all my friends, family and every vendor i ever did business with (dentist, dry cleaner, etc.) no matter where they live. guess what? 5 years later, i'm still mailing to them and i've sold literally millions of dollar worth of homes to friends and referrals from family and friends. by now, all my peeps, when they hear of someone coming to ne fla they say, hey call katherine, she's a realtor. so, tell your people now what you are doing, and remind them every month with a card, an email, a call. it will bear fruit. it's also a great way to stay in touch with people that you usually wouldn't have time to keep up with. your peeps trust you and will be enthusiastic about referring their friends to you. have fun with it. good luck.