Having this knowledge will help you make adjustments to your business plan when needed.  For instance if your primary source of business is your center of influence, you may want to amp up your marketing and prospecting efforts increasing the number of times you make contact with those in your COI.  At the same time if you find that you are not receiving leads or you are receiving very few leads from sign calls, you may need to increase your listing efforts in order to have more signs out in the community.  You may also find it a benefit to broaden your market area in order to list and have signs in areas where there is higher visibility.

All of these steps will help increase your business but none can be accomplished unless you have systems in place that keep you aware of where your business originates from.  There are many products available to help you track your source of business.  Start tracking your source of business today in order to keep business flowing tomorrow and beyond.