Pipeline 2010: The Very BEST Way to Fill Up Your Pipeline

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Education & Training with Sell with Soul

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 August. The whole program is now offered as an 11-session, 800-minute downloadable set for $49. Next week, that price will go up to $99. More information 'bout it here.

And now back to our regularly scheduled program.

The BEST Way to Build a Strong Sphere of Influence...  (originally posted May 2008)

I've been writing for a few years now on tips, techniques and strategies to build and maintain a strong sphere of influence business model. soi

But y'know what the all-time most powerful way to run a successful business based on the personal relationships in your life is?

Do a hell of a job for your clients.

Go above and beyond every chance you get. Don't ask what your client can do for you, ask what you can do for your client. DO that open house, even if you don't want to. Attend your buyer's inspection even if inspections bore you to tears. Call your seller every single week, even if you have nothing much to report. Cheerfully take your buyer back to the house for the 3rd time so he can measure the windows before writing an offer. Follow up with your buyer a few days after closing to see if any problems arose during move-in that you can help with.

And then, stay in touch with them on a personal basis forever and ever.

Did you notice that there's nothing in the above paragraph about buying them a fabulous closing gift or putting them on a canned drip campaign? Nothing about mailing them recipe cards or pestering them for the names of three friends you could contact with your sales pitch?

Nope. Gifts and drips won't change anyone's opinion of whether or not you are refer-worthy. If you did a lousy job for your client, but buy them a Rolex at closing, you just threw your money away on the watch. Following up with consistent sales pitches will only alienate someone who could otherwise be a huge source of business for you.

Especially if you're in your first year, please take this advice to heart. If you go all out for the clients you have today, they will enthusiastically support your business for years to come. After 3-4 years, if you've done a reasonably good job staying in touch, your phone will start to ring without any effort on your part.

It's a beautiful way to make a living.

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The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
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Ambassador
2,064,720
Fernando Herboso - Broker for Maxus Realty Group
Maxus Realty Group - Broker 301-246-0001 - Gaithersburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Great advice Jennifer SOI is the best source for leads if you take care of them

Sep 14, 2009 11:12 PM #1
Rainmaker
637,913
Rick Cordisco
Pocono Mountain Lakes Realty - Lake Harmony, PA
Pocono Real Estate Professional

Good Post Jennifer. SOI is extremely valuable if you have done your client a Great Service.

Sep 14, 2009 11:25 PM #2
Rainer
98,356
Karen Poss
Coldwell Banker Pinnacle Properties, Florence Alabama - Florence, AL
Realtor - 256-366-6292 - Search Florence Al Homes For Sale

This is so true.  There's nothing like knowing you have done a good job for your client, and knowing that they know it too. 

Sep 14, 2009 11:53 PM #3
Rainmaker
3,918,250
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Jennifer,

You have got it!! This is the best advice an agent can hear. Hopefully more will listen than have in the past!

Sep 14, 2009 11:56 PM #4
Rainmaker
713,621
Cheryl Johnson
Highland Park, CA

Amen and Amen!  All the marketing and prospecting and yadayadayada isn't worth anything if you don't take good care of your clients first and foremost....

Sep 15, 2009 12:00 AM #5
Rainmaker
434,788
Dick and Dixie Sells
Sells Real Estate, LLC - Trinity, FL
Realtors, Tampa Bay Florida Homes For Sale

Jennifer,
Your preaching to the choir here, couldn't agree more. Keep spreading the word and thanks for the series.

Sep 15, 2009 12:08 AM #6
Rainmaker
579,833
Lee & Carol Barbour, REALTORS
Murphy and Hayesville, NC; Hiawassee, Blairsville, Blue Ridge GA and Copperhill TN - Murphy, NC
Mountain Living Team in Murphy NC and North GA

I've so enjoyed your "little" series and out of all your installments, this is the winner for me. Without building relationships and going above and beyond the rest doesn't mean much. There has to be a balance and leaving one thing out throws that balance off. Your Pipeline 2010 series has been great asset and I'm sure having the whole program will be too.

Sep 15, 2009 12:15 AM #7
Rainer
288,231
Leslie Helm
Tennessee Recreational Properties - Jamestown, TN
Real Estate For Trail Riders

Jennifer, thanks for the series! I live in a very rural area and there are two agents here who are very successful in getting listings. Both owned and operated a little country store before becoming realtors so you can imagine the RELATIONSHIPS that they are able to capitalize on!

Sep 15, 2009 12:37 AM #8
Ambassador
840,292
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

Jennifer I WOULD LIKE TO DOWNLOAD THIS PROGRAM . i AM RUNNING WINDOWS 200 WILL IT WORK ON THIS PC? iF IT WILL SHOOT ME A LINE AND i WILL GO AND ORDER IT. aLSO i CANNOT BURN A cd SO DO i NEED TO DO THATAS WELL?

Sep 15, 2009 12:46 AM #9
Rainmaker
784,314
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

I thought you were on vacation?  Bringing your laptop to the beach does not count as quality Jennifer time! 

Sep 15, 2009 01:34 AM #10
Rainer
41,131
Patrick Randles
Nova Home Loans - Tucson, AZ

Jennifer,

I am coming up on three years. Hopefully, I have done my job and the phone starts to ring like crazy!

Patrick

Sep 15, 2009 01:46 AM #11
Rainer
166,874
Sharon Senger
tcDocs - Seattle, WA
Licensed Transaction Coordinator

Jennifer,

This is such great advice for anyone who is in the service industry.

Hope you have a wonderful vacation.

Sep 15, 2009 01:56 AM #12
Ambassador
1,377,572
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

With so many people on Facebook, my clients are too. I feel it's less stressful keeping up that way and we do that often. They know what's going on in my life and so do I with theirs.

Sep 15, 2009 04:47 AM #13
Rainer
78,196
Bill Saunders, Realtor®
Meyers Realty - Hot Springs, AR
www.BillSellsHotSprings.com

Jennifer,

Optimal service is definitely the best "gift" you can give them. The little widget will get packed away or thrown away, but that home....ahhhhh.

Sep 16, 2009 01:35 AM #14
Rainmaker
1,041,183
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Jennifer, that was perfectly put.  I had to explain to another associate what SOI stood for in a recent correspondence.  Your definition here is exemplary.

Sep 16, 2009 05:08 AM #15
Rainmaker
812,570
Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate www.ChandlerRealEstate.weebly.com - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Jennifer - I had to go back and read your previous posts before I commented here.  Thanks for the series on SOI.  I think you are right, the best thing you can do, is a great job for those who choose to work with you.

Sep 18, 2009 02:19 AM #16
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Thanks for all the comments! I just got back from a week in the Caribbean, so forgive my lack of timely appreciation. At $0.55/online minute, I decided to forgo commenting in favor of another pina colada or two...

Sep 18, 2009 11:15 AM #17
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Jennifer Allan-Hagedorn

Author of Sell with Soul
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