Jessica Pullig is a systems extraordinaire. Not only does she have 25 years of experience analyzing workflows and systems across customer service, construction, and real estate industries, but she also has built her reputation as a systems strategist helping to make businesses more profitable through smarter workflows. She is the Director of Ops for an MREA-level team and runs her own business helping others become their most productive selves.  

And she knows that for many agents, hearing about others’ marketing and touch plans can be downright overwhelming. Between client events, pop-bys, newsletters, phone calls, handwritten notes, social media, and emails, it can feel like staying in touch with your database has become a full-time job.

Luckily this is where Jessica’s experience comes in.

Jessica has built a simple, repeatable core touch plan that keeps her connected to clients year-round without making it feel overwhelming. The best part? Anyone can take what she’s created and make it their own. The secret is to stop trying to do everything at once.

Start Smaller Than You Think

Jessica knows that to succeed with doing a great marketing and touch plan, consistency always beats complexity. All too often, agents sit down and immediately build out a complicated touch plan based on all of the great things they hear are “must dos.” They set out to schedule twelve client events, monthly newsletters, birthday gifts, quarterly pop-bys, videos, and more. And then….they don’t actually ever get started.

Jessica’s advice is simple: pick one touch, make it a habit, and build from there. Only once you have that touch running smoothly should you add another into your repertoire. This is the way to build a sustainable system instead of a stressful one.

Every Touch Should Mean Something

It may surprise you to hear this, but Jessica doesn’t believe that more touches result in better relationships. Instead, she says she’d rather have fewer interactions that people remember rather than more generic touches.

Every touch should have a purpose: to remind people that they are important to you. This is what actually keeps you top-of-mind. When you consistently show up, you’re reminding people about why your relationship exists to begin with and you don’t have to constantly ask for business.

Automation Doesn’t Replace Relationships

AI and automation are everywhere these days. However, Jessica doesn’t see it as a shortcut. Rather, she sees it as a tool to move her business forward. Repetitive tasks such as sending notes around birthdays and home anniversaries, reminder emails, and event invitations can all be automated. The personal aspect of her business, however, is never automated. But when she automates the systems around sending standard communications, her time can be better spent having conversations that build her relationships instead.

The Details Make the Difference

When you are having these personal conversations with your sphere, Jessica recommends focusing on the habit of taking notes based on what you hear. For example, if someone mentions their daughter’s soccer tournament, write it down. If they are planning a vacation, make a note to ask how it went. If they tell you about a new job, remember that conversation. Each little detail you jot down not only makes it easier for you to pick up seamlessly where you left off with the person, but it also communicates something that everyone wants to know: that they are remembered. After all, that’s how relationships grow.

Remember, a great touch plan isn’t about checking boxes or sending another postcard because the calendar says it’s time. It’s about creating a rhythm of communication that feels genuine for both you and your clients. When people consistently hear from you and you make a point to add value to their lives, remember what’s important to them, and stay in touch without always asking for something in return, you become someone that they know, like, and trust.

And this is the type of person they remember when it’s time for them to buy, sell, or refer a friend to you.