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.
If your sister trusts you to babysit her daughter, I imagine she would trust you to
sell her best friend's
house. Does your sister even know you had a recent
career change? Ask her, just because she is your family doesn't mean she will automatically think of you when someone she knows is interested in
buying or selling real estate.
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.
Stay in touch.....To me the major holidays is not enough! The seasons, Thanksgiving, New Years, Valentines, Anniversary of home purchase, birthday's, births, graduations, for no reason at all, I could go on and on. Stay in touch, this is a long lasting relationship you are trying to build, they are as important as family in your business. My thoughts are at least 18 times a year.
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.
Original Post
Coming Soon......The Big Three....The Beat Goes On....PartII
;)
;)
