The ONLY Sphere of Influence/Farming/Referral/PopBy/Keep in Touch/Database/Newsletter plan that WORKS...is the one you USE!!
MIND BLANK? READ ON!
Brian Buffini has outlined wonderful programs for us all, most notably the popular combination of sending automated mail, personal notes, and personal visits. His plans are awesome, but if you are struggling to follow his, or anyone's plan, take heart: Implement whatever kind of plan appeals to you and you will be successful!
One Realtor I work for is in her car most of the day, and on nights off she enjoys scrapbooking and crafting. After attending a Buffini seminar I helped her come up with a plan that is working for her. She is not good at personal notes - never makes the time to write them, says she can't think of anything to write...BUT she is very spontaneous and has no problem stopping by someone's house to say hello. (You have to know your clients, though, as some of them like this and some may not.)
I developed a plan for her that is working - she is staying in people's minds and getting referrals, which she ASKS for. She has hundreds of past clients. I listed all those that have given her referrals in the past and I give her 10 or 15 names a month, on a rotating basis. She creates some kind of a pop by gift each month, puts them in the trunk of her car, and drives around with the gifts and the list of names and addresses. Whenever she is near one of those clients she stops by. If they're not home she leaves the gift with a note. By the end of the month she has "popped by" 10 or 15 clients homes. The part of the plan she doesn't like is recording the visits and scheduling the next one, so I do that.
This card was attached to a pretty pot of mums...simple!
Another Realtor I work for likes to plan who and when to visit, but can't come up with good gift ideas. She and I work together on the list and I make suggestions for the gifts. She chooses what she likes and I make them for her. This particular Realtor is very intersted in statistics and making sure her clients get so many pieces of mail or items of value from her per season...so I implement what she wants.
A third Realtor I work for likes to buy Brian Buffini's items of value - she thinks they look great and people like to get and keep them. However, she does not have a detailed mind for Internet advertising. I created a listing plan for her that utilizes her website and another website that she already pays for, and I added what I think comprises a thorough Internet presence for her listings, all utilizing FREE sites. She knows this needs to be done for maximum exposure but she doesn't have a head for this kind of work, so that's what I do for her.
We all know what experienced Realtors need to be doing right now: Keep in touch with past clients, advertise listings with maximum Internet exposure and an eye on the searche engines, offer feedback throughout the life of the listing, be there for the closing and move, and initiate post-closing plans. Most Realtors I've met are very good at some of these things, and are either not as good or just don't enjoy some of these tasks. A virtual assistant (or an interested sibling or spouse if you're lucky) can help you formulate a plan and STICK TO IT. You do what you do best, and those other tasks - which you know in your heart will increase business - delegate to someone else!
PS
This is a wonderful example of a personal mail campaign...this photo of my eleven-year old, Maria, about to ascend some death-defying ride at Six Flags turned into a card campaign for my Number 1 Client..."Having second thoughts? Let Pam and Tony give you a FREE home analysis to find out where you stand in today's market!"
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