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SOI Gone Bad -- 21 Ways to Blow it with Your Sphere of Influence
I love SOI*. It's my thing... it's my passion. I think every self-employed salesperson oughta include a little SOI in their arsenal. Or a lot. During my real estate days, my business was nearly 100% SOI with a few random floor calls, walk-ins and web leads tossed in as gravy.
But if you're gonna SOI, you better do it right! Not everyone does. In fact, most don't. Not because they're stupid or incompetent or insensitive, not at all! Rather, because most salespeople have never been shown the right way to do it. When done right, an SOI business model actually changes the way the salesperson views his business ... and his world.
Most experienced real estate salespeople claim to embrace an SOI philosophy. They support the idea of generating business and referrals from the people they know. But the reality is that the vast majority of real estate agents fail miserably in their SOI efforts. Even worse, they manage to alienate many of their friends and family members along the way!
And then they proclaim that "SOI is a lousy way to run a business!"
Well, they're wrong. And, they're right. They're wrong that an SOI strategy is a poor business model, ... more

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