Building relationships is one of the most important Dollar Productive Activities that you need to do in order to grow your business. One of the best ways to get listings and keep your pipeline full is to make sure that you are staying in contact with your Sphere of Influence. If you are not getting referrals from your Sphere of Influence you need to ask yourself the following questions:
- Are you talking with your Sphere of Influence regularly?
- Do you let your Sphere of Influence know that you appreciate them?
- Do you pay special attention to your Sphere of Influence?
If you answered "NO" to these questions, that is probably the reason that your referral business is not growing the way that you would like it to. By establishing a schedule and calling your Sphere of Influence at least once a month, you will build relationships that last and your referral business will soar.
I will schedule time to call my Sphere of Influence the last week of every month. I will use the F.O.R.D. Technique and make sure that I make the conversations about what is going on in their lives. I will schedule two events per year for my Sphere of Influence so that I can look them in the eye, shake their hand and say "thank you". By letting my Sphere of Influence know how valuable they are to me, I will build solid relationships and my referral business will grow.
This week's document: Visiting Your Sphere Twice A Year
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