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The saga of Jake continues...
As you may recall, when we last saw Jake, he was three months into his real estate career and pretty darn close to quitting. He wasn't having any fun or making any money.
So, one day, Jake Googled the term "How not to become discouraged in real estate" and stumbled upon an article by Jennifer Allan, author of Sell with Soul. The article was about something she called an "SOI" which, upon further reading, Jake discovered stood for "Sphere of Influence" and meant "The people who know you."
Jennifer claimed that if you devote your prospecting efforts toward the people who know you instead of the people who have never heard of you, not only will you have a heck of a lot more FUN, but you'll stand a much better chance of success.
"How can this be?" Jake asked himself. "I don't know anyone who wants to buy or sell a house right now! How could I possibly generate enough business from my friends to pay the bills and keep the wife's toenails polished? This doesn't make any sense!"
Well, Jake kept digging and reading and found a whole bunch of articles Jennifer had written on the topic. As he ... more

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