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Expand your Sphere of Influence

By
Real Estate Broker/Owner with MBA Broker Consultants CalBRE Broker #00983670


It’s not WHAT you know, it’s WHO you know!

In order for us to fill our pipeline, we need to know a lot of people.  We need to expand our Sphere of Influence (SOI).  SOI is the circle of people you know.

The way I see it, there are only 2 types of people: those you know, and those you don’t yet know.

Why do we need to expand our business?

We should expand because increased service equals increased success.  I read a very influential book called the “Prayer of Jabez”.  It’s a Bible-based book and talks about expanding your borders by serving more people and expanding your territory.

If you’re a fan of Rich Dad, you remember his saying, “If you want to be richer, serve more people.”  He doesn’t talk about making more money but instead, serving more people.  As you serve more people, your sphere of influence will grow.  Your success will grow.  Your service will grow and then your profits and wealth will naturally follow.

The size of your harvest is determined by the size of the field you plant.

For example, you attend a Chamber mixer and talk to 100 people, exchange business cards, come back to your office and you put those contacts into your CRM (Customer Relationship Management) database, connect with them on Linkedin, and email them and you start developing good business relationship with those 100 people, you have planted and started watering 100 new seeds.  These new contacts might not all become clients of yours but at least you planted 100 seeds.  Those 100 seeds give you 100 more opportunities to reap 100 more harvests than you did before.

On the other hand, your friend decided not to go to the Chamber of Mixer so instead, he just went back home and watched TV.  He didn’t plant the 100 seeds and then in 90 days, he wonders why his pipeline looks empty?  Why doesn’t he have any sales?  Well, how can he expect to have crops growing and blossoming and collecting a good harvest when he hasn’t even planted a field?

Remember the 90-day pipeline:  the RESULTS you have today are a natural outcome of the ACTIONS you took 90 days ago!

Posted by

Regina P. Brown
Broker, Realtor®, M.B.A., e-Pro, GREEN
California DRE # 00983670
www.CalCoastCountry.com

                

Text copyright © 2011-2018 R.P. Brown, All Rights Reserved

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Comments (18)

Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Regina, great reminder and perfect timing.  Start Monday right by filling that 90 day pipeline!

Jul 22, 2012 07:52 PM
Jenny Durling
L.A. Property Solutions - Los Angeles, CA
For Los Angeles real estate help 213-215-4758

So true about needing to fill the pipeline.  A fellow agent and I from different offices decided to catch up over a flight of wine at a local tasing.  We met to lovely ladies there, exchanged info and 2 weeks later we were all out to dinner together. and yes, one of them is looking to buy - the other likely will in the next year or so too.  We made friends AND increased our sphere. You can't knock that!

Jul 22, 2012 11:47 PM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Regina, If an agent is not out prospecting, giving out cards and asking for the business, that agent will soon be out of the business.

Jul 23, 2012 12:12 AM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Bob, thank you Bob.  It's really a good way to start the week.  It's Happy Money Making Monday for us!

Jenny, that's awesome!  Everywhere, there's an opportunity for us to meet new people and be friends with them.

Debbie, very well said!  They need to do those things otherwise they will not stay in this business for a long time.

Thanks everyone for dropping by and giving your thoughts!

Jul 24, 2012 11:53 AM
Joni Bailey
101 Main St. Realty - Huntsville, TX
Your Huntsville / Lake Livingston Area REALTOR®

EXCELLENT advice, Regina!! Certainly worthy of a re-blog! Bookmarking and will reblog it this week!!

Jul 24, 2012 01:14 PM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Thank you Joni, I appreciate it very much!

Jul 24, 2012 01:21 PM
Nick T Pappas
Assoc. Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, Broker/Providence Property Mgmnt, LLC Huntsville AL - Huntsville, AL
Madison & Huntsville Alabama Real Estate Resource
Regina, you're so right about increasing your sphere. I'm one of those who believe if you forget about the money and help others get what they want...the money will follow.
Jul 27, 2012 02:37 PM
Karen Crowson
Coldwell Banker Residential Brokerage - Rancho Bernardo, CA
Your Agent for Change

I sure hope that's true - I've been sowing a lot of seeds!!

Jul 29, 2012 01:11 PM
Susanna Haynie
CO-RE Group, LLC -Real estate sales and services - Colorado Springs, CO
Colorado Springs Realtor GRI CNE MCNE ePro MRP

Regina,

your words are true inspiration to me. Every once in a while I need a little reminder of my focus!

Jul 29, 2012 01:17 PM
Rose King
David Tracy Real Estate - Friendswood, TX
Friendswood / Pearland / Houston Bay Area

This is so true, Regina. The more people you know, the more likely you are to find more clients. Great post...I'm glad Joni reblogged!

Jul 29, 2012 03:09 PM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Nick, I agree with you 100%.  More blessing comes to those who give and help other people.

Karen, that's great to hear.  We always need to keep our pipeline full.

Susana, thank you for the kind words.

Rose, my gratitude to Joni for re-blogging this post and thank you too for dropping by and sharing your thoughts.

Jul 29, 2012 11:27 PM
Toni Weidman
Sailwinds Realty - Trinity, FL
20+ Years Selling Homes in New Port Richey, FL

Very good advice, Regina. Something we all need to keep in mind all the time.

Aug 03, 2012 10:33 PM
Melissa Zavala
Broadpoint Properties - Escondido, CA
Broker, Escondido Real Estate, San Diego County

I think you do a great job of networking, and that is definitely something I  need to improve upon.

Aug 14, 2012 01:03 PM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Toni, thank you for reading my blog and giving a nice comment.

Melissa, thank you for the kind words.  The biggest room on earth is the room for improvement and I think we all need to keep on improving in all the areas that we do.

Aug 14, 2012 03:38 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Regina, it is nice to be able to call your sphere and get some potential clients.    These referrals will already know you are good at what you do!

Aug 21, 2012 09:44 AM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Yes Joan, we always need to provide high quality of service to our clients.  They're the ones who are giving us referrals.

Aug 21, 2012 01:47 PM
Charles Stallions Property Manager
Charles Stallions Real Estate Services - Pace, FL
Pensacola, Pace & Gulf Breeze Property Management

So true Regina and you lay out the plan so well. We get a lot of referrals so hopefully we are doing something right.

Oct 03, 2012 01:58 PM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Yes Charles, there are lots of them in the field and all we need to do is cultivate them.  Thank you for posting your comments.

Oct 03, 2012 02:14 PM