It's funny, I can talk with a group of associates from any company in any area and it never fails, some will have something in common. I don't know if it is lack of training or lack of plain common sense. Professionals everyday are missing the big three and it could definitely cost you business.....
As a trainer I get asked my opinion often, doesn't matter if they are in real estate or not. The big question is "What can I do to improve my business?" Usually one of the first questions I ask is when was the last time you contacted your Sphere of Influence!
The response I get.......
- Huh? I haven't sent anything to my sphere since Christmas or last year or Never!
- That would be, you courting "Your Sphere of Influence!" Now is that any way to treat them?
- When training new associates they ask what is the best way to jump start my business?
- Remember it's not what you know it's who you know that can get you additional business.
It would go something like this.........
“Will you possibly give me 5 names and numbers of people who might benefit from my services?”
Call each person; let them know that your sister thought they might benefit from the many services you provide.
It sounds awesome when you can call a potential customer by their first name because someone recommended your services, there is a gentler tone, most often they appreciate you calling. The best part is you can actually use the referrer's name! Now that is a wonderful feeling! Hi, my sister recommended I give you a call.....Nice ring don't you think? To me it's FREE money!
Who was my sphere????
- My affiliates, yes I mailed them too!
- My Family and their family and their family....get the picture (I love address books)
- My previous employers, employees and peers.
- My teachers, school friends and their families.
- My associations including my doctor, dentist and hairdresser etc.
- My children's friend's parents (yes a huge part of my farm area was my sphere)
- Their schools, which were my schools (I lived in the same neighborhood for 32 years in 3 different houses)
- Any chance I could get my name out their I took it, my sphere grew very rapidly.
How do I keep my sphere of influence????
Court your sphere of influence, so they think of you as their very own personal Real Estate Professional . People love possessions, not just material possession either.... How about people? I have heard myself refer to a lawyer as "my lawyer" or a doctor as "my doctor", ask yourself this question, whose doctor or lawyer? MINE, yes my lawyer, my doctor, my people possessions.
Its like a beat: call, mail, e-mail, visit, call, mail, e-mail, visit, call, mail, e-mail, visit and the beat goes on.
Remember if you don’t take care of your sphere of influence there is a good chance another Realtor will.
Coming Soon......The Big Three....The Beat Goes On....PartII
Great post.
Carolin Benjamin
Bob and Carolin Benjamin
The Benjamin Team
Keller Williams Integrity First Realty
Gold Canyon Arizona
Midori,
You seem to be into hands and fingers in most of your posts. LOL!
Is there something I should know? Great post with great info ...my sphere is large ..just not moving right now! Call me Tuesday...I'm leaving on the 2nd. :)
Bob and Carolyn-Thanks for stopping by! I really appreciate it.
Lysa-Yes we all hear him but I am happy he is making the calls.
Maggie-Believe me they will appreciate it ! All it takes is a little time, commit to each day of doing a few a few of these calls. It is the most inexpensive way to market. Call them and tell them about alllllllllll of your listings.
Thanks for stopping by.....
Neal-Maybe so, not sure why but these types of photo's appeal to me. Also, we don't necessarily call our sphere to see if they are buying or selling, we call to see if they know of someone who is. You want them to always thing of you and nobody else in real estate. I will talk to you soon.
Midori -
I took the training with Floyd Wickman last year and this was one of the things we were told to do. I did start adding names and calling, asking for business, etc. I ran into a problem at the time. Being newer to the area, my friends or people I knew all seemed to be in real estate. Most were not going to give me names, they wanted those names for themselves. I became discouraged when the few family members I have here couldn't even find it in their heart to really come up with names and push my services. The building of S.O.I. is one of the only things I have not consistently done that I was trained to do. I do get discouraged because the people I know that I put on my list, even with contact and cards, are not coming up with names. I have received a lot of ideas for meeting people this weekend. And I believe on Tuesday, I will get more serious about building this list, making the calls and emails as I was trained. Your post is timely for me as a reminder. Thanks for the post!
Broker Bryant- Thank you and I don't understand myself, I suppose that is what makes the world go round, the most effective, least expensive group to market! If it wasn't for my sphere I don't know how successful I would have been in selling. I farmed like a maniac but some of my best sales came from my sphere. Also, even to this day I still call my sphere and not just for real estate.
FYI, Neal is interviewing to market my parents property in South Florida. Yes he has to compete....BUT.....the fellow he is competing with used to buy my investor's specials, yes he was part of my sphere. Neal, a new part of my sphere...deserves the opportunity. Why, he's got it......networking.....working the sphere.....look how hard he has worked this network! On top of that he helps others! I personally love it and all I can say, it's whoever my mother feels the most comfortable with. (gotta tell you, I am rooting for Neal)! I would love the opportunity to give him a personal testimonial and to work with him. Enjoy your holiday weekend! I appreciate your feedback.
Cynthia-First of all Congrats! Floyd Wickman is the best money can buy! I took his training very early in my career, I only did mediocre during the program. Once I got with the right company, I soared like an eagle. To this day I recite many of his phrases and used them throughout the years. It's a grueling program so just completing it is a major accomplishment!
Cynthia, honestly, you have to treat them like your family but better! I mean constant contact. Next, I did not see the benefits of my sphere, I would say not until my third year of real estate,oh and one other thing, my secret weapon, everytime I mailed my farm or did any type of mailing, my sphere got a copy too. Remember it's your job to remind them you are a realtor, so if you mail them your just solds and just listed, they will see how hard you work! The bigger the sphere the better your chances are! So keep building...You build it....and they will come! Thank you for stopping by....love to chat with you sometime!
Midori...
I will never, as in ever, understand why people do not heed this type of advice. In my opinion if a salesperson does not they might as well just throw in the towel and seek employment elsewhere. Yes. I know that's harsh. However, it is the truth of it :)
TLW...ROAR!
Billie- We are gonna get along so well. I love the fact you tell it like it is. No sugar-coating here! Yes I really don't understand it either, so inexpensive to court your sphere. I just don't get it! Gotta admit, I can appreciate it! If everyone got it I wouldn't be working! Thank you for coming by! I have to attempt to post a comment on your beer blog. I was on the floor.......ROLLING.....
I will attempt again............
You are absolutely correct about the soi -- It is all about relationship building and staying in touch.
Lola-Thanks for stopping by.....and what a compliment to forward to your agents.
Laura-Yes, I agree, we tend to forget the sphere of influence at times and the importance of maintaining those relationships. For me, the sphere is extremely important for a long term career in real estate. Thanks for the comments.
Joan -I don't know what I would have done without my sphere of influence, even to this day! Thank You Joan for stopping by and commenting.
ED-SOI, it soooooooooo important, I look at them all as family, we have to court them, date them build the relationship....if we do that and constantly remind them we are in the business, they will eventually think of us as the real estate professional Thanks Ed for commenting
Peter -Thank you Peter, I enjoy writing them. Thanks for stopping by.
Midori: Really enjoyed your post and have picked up some very helpful ideas. Although I am quite new I feel I have a pretty good size SOI... I find my self trying to stay in touch primarly by phone and personal contact. I am greatly in need of setting up a better system. Thanks for sharing!
Have a fabulous day!
Therese-So happy you stopped by! So you are a new agent! Maybe I can help.....right now I am studying for an exam but if you tell me what areas you need help.....I might be able to do just that! I say keep posting on localism, have a great website and sharpen your real estate verbage and the rest will fall into place. One of the things I learned from Floyd Wickman is that it's not what you know it's who you know! It sounds to me you are off to a wonderful start!
I know that you have great great skills based on your post about your son! Right there you showed you understood future business, that is the key, don't focus on today's money, focus on future money....building relationships. Then the today's money will come a lot easier.
Thanks for stopping by and it is so nice to see you on the rain.