TURN YOUR ADDRESS BOOK INTO ACTUAL BUSINESS B Y
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W H AT I S YO U R S P H E R E O F I N F L U E N C E ( S O I ) ? Even if you don’t feel all that influential in your daily life, you totally are! Put simply, your Sphere of Influence consists of everyone you know (in some capacity) who have a positive opinion of you. In real estate, your Sphere of Influence is the life blood of your business. It will bring you clients, be a source of referrals, and will grow with your networking efforts. As a Realtor, the worth of your Sphere of Influence is the total amount of business you’ve done or could do. That’s huge!
W H O I S I N YO U R SPHERE? First of all, your entire phone and email contact list should probably make an appearance in your SOI. But who else should you add to beef up your marketing efforts and increase your chances of getting your first clients and referrals? Short answer: nearly everyone you know. What Type of Connections Should Be In Your Sphere?
 Previous coworkers & neighbors | Your Friends | Friends of your spouse, partner, parents and children | Membership of your volunteer & professional organizations | Everyone you hire professionally, people like your hairdressers, doctors, dentists, gardeners, car mechanics, or accountant. | Don’t forget your extended family & their partner or friends.
GET IT TOGETHER Before you can start building and organizing your contacts into a legit SOI, you need to know what they are. For contacts, that means downloading from your phone and email service. Don’t worry, it’s not as complicated as you think it is. Here’s how to download your contacts from iPhone & Android. For email contacts, here’s how to download for Gmail, Yahoo, AOL, & Outlook.
BREAK IT DOWN Once you’ve downloaded and compiled a list of all people that should be in your SOI, it’s time to break them down into categories. These categories will determine how frequently they are contacted and the type of information you offer.
GROUP UP! Close Friends & Family | Contact Bi-Weekly Most likely to bring business. Be sure to provide helpful ways for them to promote your business like sharing your posts, forwarding emails, handing out business cards, and mentioning you to friends. Potential Buyers & Sellers | Contact Bi-Weekly to Monthly High interest contacts should be more actively nurtured, while low interest contacts can have a more casual (and infrequent) communication strategy. Acquaintances & Secondary Relations | Contact Monthly They are prime targets for monthly newsletters, postcards, event invites, and informational promo material.
REACH OUT! Top Contact Methods Social media direct messaging | Text messages | Emails | Print marketing | Almighty phone call Daily Outreach You should plan on reaching out to a certain number of people every day. These people can be from your chosen neighborhood or farming area, secondary connections on social media, or directly from your sphere. Daily Goal Reach out to at least 15-25 people a day through any method.
BE P R E PA R E D & FOLLOW UP Plenty of agents aren’t prepared to take the next step if a contact shows interest, and can lose business in floundering for valuable insights, tools, or tips. But you won’t be one of them! Have information ready to send to any contacts or potential client showing interest. Need Some Content Ideas? Try These market insights for their areas | relevant infographics from CAR or NAR | a link to request a home valuation | mortgage calculator tool | sign up link for a property search account with your MLS or IDX website.
R E M E M BE R , O NE S M A LL CONVE RSAT I ON CO ULD B E TH E SPA RK T HAT L IGHTS A R E A L E STAT E JOU R N EY
805-660-0524
WA N T T O KNOW MORE?
MERILEE.IVERSON@DILBECK.COM
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