Think about the people you helped buy or sell this year. How many were ready to move the first time you talked? Some were still figuring out what they could afford, whether to sell first or what needed fixing. Those early conversations are where you can help the most.

If you want more clients this spring, start having those conversations now. Here’s what I’d do over the next 90 days.

In a typical year, about 4 to 5% of homes change hands. Lately, with higher rates keeping people put, it’s been closer to 3%. Apply that to a list of 160 people and roughly 5 to 8 of those households will move this year. Many of them will sell one home and buy another, so that can add up to around 8 to 12 potential transactions, before you count a single referral.

Those deals are going to happen whether you call or not. The only question is whether you’re the agent they think of when it’s time.

Put your prospects, past clients and sphere in one place. If you don’t have a system yet, look at a real estate CRM, or even start with a simple spreadsheet. What matters is that you can log conversations and schedule reminders. For each person, keep their contact info, how you know them, what you know about their plans and the date of the next touch.

Aim for 100 to 200 names. The more the better. Think broadly: friends, family, past clients, co-workers, the people who cut your hair or fix your car, and professionals like insurance agents, accountants, financial planners and attorneys. Start with the people who’ve already talked about moving, then your best referral sources, then everyone else. Break the list into a daily number. With 160 names, ten a day, four days a week gets you through everyone in a month. Make your first calls before you finish cleaning up the list.

Go through your list and reach out, typically by phone. If a call out of the blue feels awkward, send a quick text first, something along the lines of: “Hey, I was thinking about you. Is there a good time to catch up this week?” Make it your own and personalize it to the person you’re reaching out to. Follow your brokerage’s calling and texting guidelines and respect opt-outs. And be ready for the conversation before you dial.

How to open the call. Start by connecting and catching up, especially if it’s been a while since you talked. Let them do most of the talking. When the time is right, shift to real estate with something like: “Hey, I wanted to talk to you a little about my real estate business. One thing I’ve been doing is building my business through word of mouth.” Then take it from there, in whatever words feel most natural to you. For more on these conversations, see How to Call Your Sphere.

Give your more productive contacts a little extra. For the people who likely have a need, or who are good referral sources, it can be worth grabbing a cup of coffee or popping over to their house with a thoughtful holiday gift, when it’s appropriate. It makes an impression and keeps you on their radar.

Keep it relaxed. This isn’t a sales call. Catch up, build the relationship and get a feel for whether there’s a need.

If they have no plans, position yourself for later. Most people won’t have anything going on right now, and that’s fine. Let them know you’ll check in every few months, and mention referrals naturally: “I’m growing my business through word of mouth. If someone you know is talking about buying or selling, I’d appreciate an introduction. I’m happy to help them think it through, even if they’re early.”

If it’s a hotter opportunity, offer to help them plan. Suggest a time to sit down and strategize. Even if spring feels far off, try something like: “If you’re thinking about buying in the spring, it doesn’t hurt to talk about it early and start setting expectations. The people who know what to expect when the time comes tend to have a much better experience than the ones who press go right at the starting line.”

If they say maybe, ask what’s in the way. “What would need to happen for you to feel ready to move?” Agree on when to check back and put it in your CRM.

Your sphere gives you people to call this week. You also need a steady way to add new names. If your sphere is your only source, or the source you have isn’t working, this is a great time to add one. And if last year wasn’t as busy as you wanted, or you have the bandwidth for more, now is the time to roll something in.

A few options to consider:

Want more ideas? See 12 Real Estate Lead Generation Systems That Don’t Require Buying Leads.

Pick the one that fits your budget, your personality and your market. Climate matters too: door knocking in January works a lot better in Florida than in Minnesota. The best lead source is the one you’ll actually stick with.

Then commit to it for at least 90 days. In real estate, almost every lead source takes 60 to 90 days to start paying you back. Too many agents quit around day 30 and never go long enough to see results.

Here’s a rough benchmark to measure yourself against:

Over a month, that should turn into a few appointments. A good rule of thumb: about 1 in 10 real sphere conversations turns into a chance to earn someone’s business. Treat these as guides, not guarantees. Your numbers will shift with your market and your list, so track them and adjust.

Make this a weekly habit. Count new contacts, actual conversations and appointments booked. Then ask yourself who’s ready for a next step. Book the seller walkthrough or buyer consult when it makes sense, even if their move is months away. Make sure everyone you’re actively working with has a next step and a date.

This business is pipeline, pipeline, pipeline. Commit to your sphere, add a lead source and stay on top of every opportunity you create. That’s what keeps your business fed.

This week: get your first names into your system and make your first calls before you stop.

Here’s to a busy spring.