sphere of influence: Pipeline 2010: The Very BEST Way to Fill Up Your Pipeline
- 09/14/09 11:02 PM
Thanks for joining me for this little series on what you can do TODAY to ensure a Happy Next Year! The final installment is my favorite one - The Very BEST Way to Fill Up Your Pipeline.
Any guesses as to what it might be?
Below is a blog I wrote on the subject sometime last year, so in the interest of getting to my vacation (woo hoo!) I'm re-posting it here. However, first, a word from our sponsor.
The Pipeline 2010 series was included in the 2009 Summer of Soul teleseminar program which just finished up at the end of … (17 comments)
|
sphere of influence: PIPELINE 2010 - Nurturing Your Relationships TODAY for Business Tomorrow
- 09/11/09 11:23 PM
You didn't think I'd forget about your Sphere of Influence (SOI) in my Pipeline 2010 series didja'? Of course not...
If you've followed my blog at all, you might have noticed that I'm a big fan of an SOI business model, as long as it doesn't include any begging, bribing or pestering those Very Important People Who Know You. At last count, I've written over 200 blogs & articles on the subject and there are three whole chapters in my upcoming book on it. It's my thang.
So, what can you do with your Sphere of Influence TODAY to fill your … (13 comments)
|
sphere of influence: Ten Tips to Being a Good Refer-ee (that is - one who receives referrals from other real estate agents)
- 09/04/09 01:10 AM
I've been doing a lot of referring these days. Both of my own leads to other Denver-area agents, and also coordinating agent-to-agent referrals around the country (see below if you wanna play, too!).
I'm seeing some distinct differences in how my referrals are handled by the refer-ee, and I tell ya, the ones who handle them better are far more likely to see more from me than those who don't!
Remember that the refering agent probably has some concerns about you. He's worried that you'll forget you owe him a referral fee. That you'll make him look bad by treating the client … (15 comments)
|
sphere of influence: Can You "SOI" in a Resort Community (that is, can you depend on your sphere of influence for business)?
- 08/30/09 11:43 PM
So, you work in a resort community where most of the buyers and sellers live somewhere else. It's not likely you'll run into them at the grocery store or local coffee shop, and they probably won't be having a housewarming party you can finagle an invitation to (or even offer to host!). And unless their friends all decide they want to keep up with the Jones's and buy a vacation home, too, your past clients probably won't be a good source of referrals, no matter how deliriously happy they are with you.
CAN you rely on your Sphere of Influence … (9 comments)
|
sphere of influence: Real Estate Agents - A Better Approach to: "I Return Calls Between x and y..."
- 03/31/09 12:24 AM
"Hi, this is John and you've reached my voicemail. Your call is important to me and I return my calls between 1:00 and 2:00 and 5:00 and 6:00. Please leave a message and I'll call you back during those hours."
The first time I heard this outgoing voicemail message I didn't realize it was a script from a program; I just knew I didn't like it. Why? I'm not sure, really (maybe others who feel the same way can shed some light) - the closest I can come is that I almost felt scolded, as if I called at an inopportune time … (40 comments)
|
sphere of influence: Antenna Up for Follow-up (to "Impress" Your Sphere of Influence)
- 03/30/09 05:25 AM
Awhile back, I wrote a blog called "Touching versus Impressing." The gist of the blog was that taking the time to "impress" one person may be far more effective than "touching" a hundred. I challenged agents to strive to "impress" at least one person a week.
So, want an easy way to get your once-weekly impressing duty done? Every time you have a conversation with someone, make an effort to learn One Thing about them that you can follow up on in a week or so. And once you've identified that One Thing, WRITE IT DOWN somewhere to remind yourself to follow … (19 comments)
|
sphere of influence: Can I "SOI" if I'm New to Town?
- 03/26/09 01:40 AM
You may not have noticed, but I've been away from the Rain for about two weeks (except for a few little housekeeping blogs). Blog burnout - it happens and it's usually good for the soul... What have I been doing? WRITING MY NEXT BOOK! Outta nowhere, I was in the mood to create the next masterpiece (tee hee), so that's where all my creative energy went. And... voila! The first (very preliminary) draft is done!
So here I am.
Got a question this morning from a reader about SOI'ing* in a new town. And, whaddya' know, I'd just written about this topic … (16 comments)
|
sphere of influence: SOI 105 - The Four Branches of Your Sphere of Influence
- 02/24/09 11:30 PM
Been doing a little private SOI (Sphere of Influence) tutoring with some local Denver agents. Yesterday, as I was working with one of my students, she asked me a question that got me thinking (I love that). She asked "So, my goal is to expand my Sphere of Influence database to a certain number by the end of the year?"
Well, sorta. At least, that's probably one of your goals. But as I answered her question I realized that there are really four different branches of an SOI business model, thus four different "goals" to shoot for as you build your … (16 comments)
|
sphere of influence: SOI 104: "I Think I've Blown it with my Sphere of Influence. Can I Recover Their Support?"
- 02/09/09 11:35 PM
"Dear Jennifer,
I've been reading your blogs about SOI and my heart is sinking. I think I've blown it with my Sphere of Influence by constantly asking them for business and referrals. Is there a way I can redeem myself with my friends, or do I have to go make all new ones?
Bill"
I get this question a lot! Mostly from new or newer agents who have been brainwashed into believing that an SOI (Sphere of Influence) business model means that they're supposed to drive their friends nutso with constant reminders of their love for referrals. Most tell me that:
… (18 comments)
|
sphere of influence: SOI 103 - "My Daughter's Best Friend's Parents Just hired Another Real Estate Agent! "
- 02/09/09 12:32 AM
"Dear Jennifer,
Got up this morning and saw that my daughter's best friend's parents listed with someone else! They've been on my mailing list and their daughter and my daughter have been best friends since grade school. I'm crushed. Should I continue to send them things or take them off my list?"
Jane"
I get these letters all the time - people who have embraced my Sphere of Influence (SOI) philosophy and then feel kicked in the teeth when someone in their SOI hires another real estate agent. They almost seem angry at me for leading them to believe that they … (108 comments)
|
sphere of influence: SOI 102 - The SECRET to a Successful Real Estate Sphere of Influence Business Model
- 02/05/09 10:17 PM
Thanks for the Gold Star yesterday for my first SOI 101, AR Gods! So, to continue the message, here's SOI 101 Lesson #2 - The SECRET to running a successful SOI business model.
Sphere of Influence = The People Who Know You.
Here 't'is.
The secret to running a successful SOI-based business is to be a great real estate agent who loves her job and knows her market and stays in touch with the people she knows, without ever pestering them for business or referrals.
That's it! That's the secret! To be a great real estate agent who loves her job … (22 comments)
|
sphere of influence: SOI 101 - What Exactly is an SOI (Sphere of Influence) Business Model?
- 02/04/09 11:30 PM
A Sphere of Influence business model is a strategy that focuses on attracting business to you from the people you know and the people you meet socially, as opposed to pursuing business from strangers. It's possible to run a 100% SOI business and never have to make one cold call, memorize a prospecting script or knock on a strangers' door!
There are three primary activities in an effective SOI business model.
Nurturing the personal relationships you already have within your social network (that is, your friends - I call this group my "Group One." Clever, eh?) Staying in touch with "everyone … (42 comments)
|
sphere of influence: "Touching" versus "Impressing" for Real Estate Agents
- 01/29/09 10:32 PM
Several months ago (egads, in September) I wrote a blog with a teaser promise at the end to "stay tuned" for more... and that "more" never came. I sure hope too many of my readers didn't lose sleep wondering when I'd ever get back on topic. Here's the post... At the end of the post, I promised to discuss the difference between "touching" and "impressing."
To recap, in our business, we often talk about the need to "touch" as many people as possible with our message, whether those touch-ees are people we know (our Sphere of Influence) or strangers. We get all … (21 comments)
|
sphere of influence: How Can a Lender Earn My Business?
- 01/15/09 01:07 AM
Because I teach real estate agents how build a business based on their Sphere of Influence (SOI = the people they know and the people they meet) as opposed to marketing-to-strangers, I'm often approached by new or newer lenders asking how they can successfully persuade US (the REALTOR community) to give them a shot.
Frankly, I'm always stumped by the question. Traditional lender prospecting techniques simply don't work - at least in my experience. Offering daily rate sheets or open house brochures won't do it. Nor will weekly newsletters - printed or emailed. Sure, I appreciate (and will use) the information, … (26 comments)
|
sphere of influence: Phooey on Prospecting... I just wanna do my job!
- 12/01/08 12:00 AM
I'll be interested to see the responses to this forthcoming brain dump... some of you will totally relate, while others will think I'm just a weirdo.
I hate to prospect, in any way, shape or form. By "prospect" I'm not really referring to any particular method, strategy or activity, I just simply don't like drumming up business. I get no joy out of self-promotion, marketing or pursuing. I very much dislike the idea of spending any time at all worrying about where my next closing might come from.
But I LOVE LOVE LOVE selling real estate. Or, perhaps I should say that … (82 comments)
|
sphere of influence: To Expand Your Sphere of Influence - Be in the Right Place at the Right Time ... More Frequently!
- 11/15/08 12:44 AM
Okay, so my last two postings have been a little grim, a little whiney, a little dark. BAH! Enough of that! Life is good, life is sweet, life is wonderful and it might do me good to remember that a little more often! Actually, this week has been pretty darn good to Jennifer... (‘cept for those pesky spammers on my SWS forum - my gosh, where did they come from all of a sudden? Anyone know how to get rid of ‘em?)
Anyway, let's lighten things up a bit!
A few months ago, I attended a Rick DeLuca seminar here in … (27 comments)
|
sphere of influence: Yes, a Sphere of Influence Approach IS enough in today's market, if you...
- 10/21/08 04:53 AM
As promised, here's the follow up to my blog yesterday entitled "Is SOI Enough in Today's Market?"
Yes and No.
No, traditional "SOI" where you simply let all your friends know you sell real estate and then send them off into the world to be your marketing department is definitely not enough. Why? Because the volume of buyers and sellers is drastically reduced from days past when everyone and their uncle knew someone buying or selling. Now, it's not unrealistic that the people you know truly DON'T anyone who needs your services today or tomorrow!
But yes, if you redefine what … (19 comments)
|
sphere of influence: Is a Sphere of Influence Approach Enough in Today's Market?
- 10/19/08 11:59 PM
First, allow me to apologize for using that tired phrase "Today's Market." Real estate is most certainly local, so "Today's Market" in Denver is much different from Today's Market in Detroit, Dallas or Des Moines. I get that. But, for the sake of argument (or discussion), let's just assume that in most US real estate markets, "Today's" is not as much as fun as "a Few Years Ago's." Deal?
I'm just wrapping up the Savvy Prospector 12-week course, which was a live online program that helped real estate agents (and a few loan officers) create, maintain and nurture an effective prospecting … (27 comments)
|
sphere of influence: Can a Single Woman Expand Her Sphere of Influence Without Sending the Wrong Message?
- 09/21/08 06:45 AM
I have a friend; let's call her Sarah. She is a new real estate agent and is committed to an SOI* strategy to build her business. So far, it's going well - she's already experiencing some success and is optimistic that she will survive her first year without ever cold-calling, door-knocking, farming or advertising.
Here's the problem. Sarah has a new boyfriend. When said boyfriend realized that Sarah freely hands out her phone number (in the form of her business card) to anyone who asks (regardless of gender), he was horrified. Not that he doesn't understand she has a business to … (118 comments)
|
sphere of influence: Bringing in Business... One Warm Body at a Time
- 09/11/08 01:34 AM
Y'know what I love about this business? That every single thing I do, every day, has the potential to bring a client my way. Big things, small things, easy things, hard things... every action I take, whether intentional or not, might just result in a juicy paycheck for me - today... tomorrow... or six months from now.
My business comes in one client at a time. And, frankly, with the average price in my market being around $300,000, I could easily live on the business that passively floats by me. But my point is that I don't need five new prospects … (25 comments)
|
|
|
|
Thanks for joining me for this little series on what you can do TODAY to ensure a Happy Next Year! The final installment is my favorite one - The Very BEST Way to Fill Up Your Pipeline.
;)
;)
;)
