The BEST Way to Build a Strong Sphere of Influence...

Education & Training with Sell with Soul

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! 
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Re-Blogged 1 time:

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  1. Sandy Neumann 12/29/2009 01:52 AM
Real Estate Sales and Marketing
Colorful Colorado
Real Estate Rookie
Selling Soulfully
Best Business Practices
sphere of influence
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Chip Jefferson
Gibbs Realty and Auction Company - Columbia, SC

I so love your posts. Sell with a passion for the good of your clients will gain you praise and residual business. I try to over service my clients!

May 29, 2008 12:41 AM #2
Erik Elsea
Erik Elsea-Jones & Co. Realty - Fort Myers, FL

I agree totaly. Great post and good luck with the book.

May 29, 2008 12:41 AM #3
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Jennifer:  I agree with what you are saying 100% about doing a great job for your clients.  And keeping that relationship going is critical.  If you don't, you may lose business to their niece who just became an agent, or their son's fiancee.  Who knows?  Staying in touch is crtical after a job well done!

May 29, 2008 12:57 AM #4
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Jennnifer -- Consider me a fan.  Im with you all the way.  Love the pic at the top of the post, too! 

May 29, 2008 01:05 AM #5
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Charlie - stay tuned - more coming!

Laura - it's much more fun to be a great real estate agent than an average one, doncha' think?

ARS - Thank you!

Chris - It's such a shame to knock yourself out serving a client and then let them forget about you...

Clint - You made my day!

May 29, 2008 01:25 AM #6
Joshua & Kathy Schmidt
ERA Henley Real Estate - Cabot, AR

I can always depend on great information from you Jennifer.  Building good raport with clients as the transaction goes along will always be a staple in my business.  Is there another way?<sarcasm> 

May 29, 2008 04:25 AM #7
Becky Behrens
Coldwell Banker, Homeowners Realty - Grand Junction, CO

Great Advice. Any tips on how to keep in touch with clients you met at an open house, showed them a few houses. I found them their dream home, but we don't have a lot in commen.

May 29, 2008 05:08 AM #8
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

I agree Jennifer. Excellent service and caring about the customer PLUS staying in touch makes all the difference in the world.

May 29, 2008 05:51 AM #9
Bob Cumiskey
A1 Connection Realty, Inc. - Sun City Center, FL
US Army Retired, Your Sun City Center, Florida ~ Realtor

Jennifer, As always, you inspire me to do better.  I often wondered if I shouldn't be sending  cards and stuff, to keep me in their heads, but I learned from you long ago that the best thing is just a simple phone call or email to say hi.  Thanks again for the friendly reminder.

May 29, 2008 06:17 AM #10
Jennifer Allan
Jennifer Allan, Inc. - Denver, CO

Bob - trust your gut... it won't let you down, I promise.

Gary - Such a basic concept, but it works!!!

Becky - I don't get too worked up about Open House visitors. IF we have rapport (if we don't, I don't even bother), I'll follow up once and try to (very casually) get a face2face appt. If they resist, I forget about them. May not be the right approach, but after 12 years of doing this, I've decided that I'm not going to chase someone who doesn't want to be caught. Often, they will contact ME a week or two later, which is always cool!

May 29, 2008 07:22 AM #11
Heather Oberhau
Prudential Fox & Roach - Newtown, PA
Bucks County Real Estate, e-PRO

Jennifer, It seems I've been in the business that "magic number" of years where a lot of people I had as clients in the first year or two are starting to sell/buy or just starting to send me business.  I love it!  It's so easy!

Build your client base by being fabulous, and you'll create a self-sustaining steady stream of business.  I have to say that 98% of my clients love me to death when they walk away from the settlement table.  1)  It's a great feeling, 2) I know that I've cemented business for a long time by building that relationship.

May 29, 2008 09:18 AM #12
The Dave Ruwe Homes Team
Re/Max Lakeshore - Grand Haven, MI

Jennifer, I love reading your post. I will be ordering your book shortly.

May 29, 2008 01:33 PM #13
Birmingham Alabama Real Estate, Stephen Wolfe - Birmingham, AL

Jennifer, you could have summed this post up in two of your phrases.

"1.Do a hexx of a job for your clients."

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

I think if you do these things a strong referral business and strong SOI business are bound to happen

May 29, 2008 02:55 PM #14
Harold "Hal" Place
A1 Connection Realty, Inc. - Sun City Center, FL

Morning Jennifer,

I would like to agree with all those that commented before me, however, I am concerned that you will get the notion that you are now   P  E  R  F  E  C  T !   Would we want that? Nothing left to strive for?  Oh, I dont know what to do or what to type for my comment!  ........ Thinking and thinking.....

What the heck, gosh you are  talented!  Thanks for the post. You are right on in my book!!

Gotta luv ya!

May 29, 2008 11:31 PM #15
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Hal - Oh, every once in a while I start to think I'm perfect, but it passes quickly when I'm reminded otherwise!

Stephen - Yeah, I could have done it that way, but then I wouldn't have gotten any points ;-}

Dave - I hope you enjoy reading it as much as I enjoyed writing it!

Heather - Once it kicks in, it's a beautiful thing to see. MUCH easier than prospecting, prospecting, prospecting, eh?

May 29, 2008 11:54 PM #16
Birmingham Alabama Real Estate, Stephen Wolfe - Birmingham, AL

Jennifer, good point! (Should I write more so I can get mine?)

Jun 04, 2008 07:29 AM #17
Sharon Harris
Keller Williams Keystone Realty - Hanover, PA

great post. I have learned to stay in touch and be there for those questions. I will be interested in your book as well. good luck with it.

Jun 04, 2008 09:41 AM #18
Floyd Magee
ERA Four Corner Real Estate - Farmington, NM

So freakin' true........!!!

Great post.

Jun 05, 2008 09:53 AM #19
Debra Kukulski, Broker Associate
RE/MAX Suburban - Cary, IL
SRES;SFR,CDPE;GRI;ABR;e-PRO Realtor, Northern IL

How true this is.....great service and personal attention go much further than a fancy closing gift and has far more value.

Jun 22, 2008 03:25 AM #20
Tony and Suzanne Marriott, Associate Brokers
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ

Lead generation is the fuel for the engine and Sphere of Influence is a key ingredient in the fuel.

Nov 29, 2010 11:57 AM #21
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