The first question you need to ask yourself is do I have a real estate business or do I just sell real estate?  If you want to build a real estate business you first need to define what it is…

Your Real Estate Business is your brand and a set of branded assets (Digital & Print) that should be well established in your community(s) attached to a well organized database of prospects (SOI, past clients, my vendors, etc.) sorted and qualified with a caring system of follow up and engagement, which builds the mental triggers of know, like, trust, authority, reciprocity, service and results, which in turn creates a steady flow of referrals that generates (appointments) a 90%+ conversion ratio. 

The above is a tangible item that can be sold or handed down to others to build upon.  Relationships is one of the most important parts of your business, and engagement leading to a real estate related appointment is the goal.