The networker

Creighton Faust networks with everyone he meets—"I’ve sold a bunch of houses to people at the fitness center where I work out,” he says—and also maintains a substantial direct mail program.

“I have a database with 2,000 names,” he says, “and they all get something at least three or four times a year.”

Faust doubled his volume last year to $10 million with the help of his “assistant,” a $5,000 Gateway laptop computer.

“It not only helps me stay organized but also sends a message to clients that I know what I’m doing,” he says. “It helped me convince customers that a young kid could sell their largest asset.”