Getting More Business from your Sphere of Influence

The people you already know should be your best source of business. They may stay in their home the rest of their lives, but they can send business to you on a regular bases. This will start from the very beginning, assuming the reader has never done any more than just tell people they know they are in real estate. Not doing this is one of the biggest mistakes many real estate agents make.

Get everyone into your contact management system You don’t have to have a fancy and expensive contact management or client relationship management program to do this. You can even work with index cards. The point is to assemble the names of everyone you know and continue to add more names as you meet new people.

For new agents only Have some announcement post cards made up. Send them out to your Sphere of Influence slowly. That’s because once you think the post cards should arrive, you need to call the people you mailed to and make sure that they got (and noticed) your card. Be friendly and excited about your new career, but don’t try to “sell them” Near the end of the conversation, you need to nicely tell them that you would appreciate any help they can give you in locating people who need to sell or buy real estate.

After the initial announcement post card and phone call, you need to add them to your monthly mailing list and contact them in person on a regular basis.

If you haven’t yet done this, it is an important first personal marketing effort you can do. Not only will you be able to eventually get leads from them (I may take a while for them to have confidence in your abilities), but you will have practiced your prospecting phone skills with the people you already know

Make sure they know that you need their referral business. Every time you talk with people you know, let them know that you are building your business by getting referrals from them. A good way to say it is “Who do you know who might be thinking about selling or buying?”

Gradually in your conversations and mailings train them to not only tell people who are thinking about buying or seller about you, but to call you with their name and contact information.

Get e-mail addresses Be sure to get e-mail addresses from your Sphere of Influence and ask them for permission to send them a links to your on-line newsletter every time it comes out. But first you need to develop or find a great on-line newsletter.

Do something special On a regular basis you need to do something special for the people who send you referrals. What you do is totally up to you. Take them to dinner. Send them gift certificates. Have a party for them. Remember, just because someone else does it, it may not be the right thing for you to do!

The author of this article is Linda Grissette. Some of you may remember her as Linda Grayson. Linda is a Broker-Associate with River City Real Estate. She is also the company trainer. Learn more about how River City Real Estate can help you make more money...even in today's market...browse through this site.

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