As regular readers of my blog know, I'm getting ready to launch the first-ever-in-the-history-of-real-estate SOI* Reality Show. Because this has never been done before, I've had a lot of questions from interested agents about the structure, process and expectations.
How is your program different from the other referral-based programs out there?
The primary difference between my SOI philosophy and that of the other relationship-based prospecting programs is that I show you how to attract business to you, without ever asking for it. Systematically prospecting to the people you know with outright requests for referrals is uncomfortable for many agents (myself included) and is actually counterproductive to your ultimate goal of becoming your SOI's favorite real estate agent.
You advise taking your SOI to lunch....
... but I really don't want to go to lunch with most of the people I know. Do I have to?
NO! Only go to lunch with people you want to go to lunch with! That may be a very small percentage of the people in your SOI. My "take-to-lunch" list has maybe 25 names on it, but my entire SOI is much larger than that. There are two groups in your SOI - the people in your social network, and "everyone else." Your prospecting strategies are different for each.
You advise taking your SOI to lunch...
... but not to talk about real estate. So, what do I talk about?
It's a fine line between sharing your excitement over your career and giving your friends a sales pitch. Excitement is good; a sales pitch is bad! Yes, you want your friends to support your real estate career, but you don't want to put them on the spot or make them feel uncomfortable. Talking about your career without a hint of a sales pitch isn't rocket science, but for many agents it may take a little practice to unlearn old habits and learn new ones. Don't worry; this will be a topic of much discussion during the program and it will come naturally to you very quickly, I promise.
What should I expect to accomplish from the SOI Reality Show?
If you commit to and complete the 12-week program, you will have laid the foundation for a successful career based the strength of the personal relationships in your life. You will be the agent of choice among your friends and will be referred to your friends' friends on a regular basis. You will be comfortable meeting new people and will know how to inspire them to care about you and your real estate business. You will have a plan in place to stay in touch with your social network, as well as those with whom you don't socialize, but who know you and know that you sell real estate.
In short, in addition to meeting our goal of having an SOI of at least 100 people by the end of the program, you will have developed the knowledge, skills and habits necessary to implement and maintain an effective SOI business model, for life.
All of the Sell with Soul products and services are 100% satisfaction guaranteed. If this program does not meet your expectations for any reason, just let us know. We will promptly refund your money.
How much time will I have to devote to this?
The time commitment required for the SOI Reality Show is completely up to you. However, the first month will be a bit labor intensive as we put the building blocks in place. We'll have 4 projects to complete which will require some focus and dedication. After that, you'll probably spend a few hours a week on the program. If you'd like to get started early, contact me and I'll get you going.
Can you give me an idea of what the program looks like?
Absolutely! Below is a preliminary syllabus for the first month of the program. Detailed explanations of your assignments will be provided via the Reality Show Blog Forum and email, as will the daily journal of my SOI activities and outcomes. We'll also hold weekly live teleconferences which will be recorded in case you can't attend. Occasionally we'll have a guest speaker in a separate teleconference.
Below is a rough outline of the first month, which will be the most structured part of the program. Starting in April, we'll be done with the nuts & bolts and will really focus on the "Seduction of Your SOI;" that is, getting us out there reconnecting with our friends and making new ones. The Seduction portion of the program lasts eight weeks, at the end of which, you'll have developed lifelong SOI habits that will carry you thru the rest of your career.
March 1 - March 7
Welcome & Overview
Purchase your SOI Supplies
Order new business cards, if needed (count on it)
Create your database (or clean up the one you have)
Choose a Contact Management System
Make five SOI contacts
Get help, if needed, for data entry
March 8 - March 15
Group your contacts
Enter contacts into system
Start writing your reconnection letter
Make five SOI contacts
March 16 - March 23
Finish letter and send it out
Celebrate! This is a huge accomplishment!
Make five SOI contacts
March 24 - March 31
Create your SOI Business plan
Set your SOI goals
Begin the Seduction!
What if I'm new to town or have a small SOI? Will this program work for me?
Yes! There are two general, overall activities in an effective SOI campaign. The first is reconnecting with the people you already know. If you don't know anyone, then you won't have to do much of this yet. The second is meeting new people. This program focuses equally on both.
Is The SOI Reality Show Right for Me?
Yes, no, maybe.
It's definitely not right for everyone.
•· If your other prospecting methods are working fine for you and you're happy with them, or
•· If you feel strongly that business and pleasure should be kept separate, or
•· If you don't want to meet new people, or
•· If you enjoy prospecting for new clients more than serving the ones you have, or
•· If you truly aren't excited about an SOI business model...
Then this program is not right for you.
•· If you've tried traditional prospecting and it didn't work for you, and/or
•· If you've tried traditional prospecting and hated it, and/or
•· If you're an introvert and hate the idea of pestering people, and/or
•· If you enjoy having a social life, but you don't seem to have time for it, and/or
•· You love selling real estate, and/or
•· You are Very Good at your job, and/or
•· You're excited about an SOI business model...
The SOI Reality Show will change your life.
Will the program be customized for me?
Yes... and no.
Let's start with the "no." The SOI Reality Show is a group effort and therefore, not a one-on-one mentoring program. Although I will be available via the blog forum, please know that I intend to be selling some serious real estate and will be very busy! Yippee!
But... also... yes. This program WILL be customized for you if you want it to be. All you have to do is take my ideas, suggestions and assignments and make them yours.
*SOI = Sphere of Influence = People Who Know You