Its not only great for drumming up referrals and staying top of mind, its also awesome for your personal life. And once you start seeing where the bulk of the referral business is coming from, you can earmark the members of your SOI who are the best at sending you business, and set these contacts up on a priority list. Knowing what to say as a new agent is never easy, but your letter is perfect introduction! Wonderful idea Jennifer and a wonderful post, and some great comments! You may be under the impression that phone calls are an annoyance. (Psst, already a Follow Up Boss user? Every year, the National Association of produces a survey of home buyers and home sellers. Take this epic SOI marketing story (again from Justin Seeby). Learn more at AgentDominator.com, Getting more referrals with the $500 Certificate letter, Postcards drive seller leads to your open house. Congratulations, Lori! There are disadvantages to this traditional use of Listing E-Alerts. Pre-written real estate letters that save you time and money - and keep you in touch with your prospects. Mr. Icenhower is the CEO of Keller Williams Realty Kansas City North, an attorney, a real estate broker, real estate litigation expert witness, and a frequently published real estate author. If you take a look at the market at this time last year, you will quickly realize that nothing lasts forever. One of the best ways to improve your sphere of influence in real estate is to build deeper connections with the people you already know. That's the only way you will be able to contact your SOI members 100 times a year. And yes, for years they have been. It can be easy to make mistakes along the way, but with the right mindset and a willingness to, Read More What I Would Do If I Started My Real Estate Business Over AgainContinue, As a real estate agent, finding new leads and potential clients is an essential part of your job. Once you begin making sales, add each of those clients to your database in a different folder, so you can keep past clients and your sphere separate. Mr. Icenhower is the CEO of Keller Williams Realty Kansas City North, an attorney, a real estate broker, real estate litigation expert witness, and a frequently published real estate author. This is a great way for you to take advantage of new opportunities that you may have otherwise overlooked. This is actually not going to be helpful because you are not going to remember anything beyond what is on those cards. But how many agents actually take that advice? Look, we get it. Id love to share these tips, answer any questions, and even let them know which questions they should definitely be asking! You type in their home search criteria and then enter their contact info. Many agents stay surface level and dont think about the personal touches or special things they can reach out to people in their sphere for. emails to my SOI.. just can't do it. Of course, if you do happen to be in need of an agent to help you purchase or sell a home, Id love to be that agent. Use these Realtor sphere of influence scripts and social media techniques for real estate agents to contact and cultivate their SOI databases. That is why social media is helpful. For example, if you get a referral from someone who is in your sphere of influence, make sure you send them a thank-you note. You need an easy, agile system for following up so that you can make sure your sphere is always well-cultivated and generating new leads for your business. Eliminate those distressing gaps in income - stay in front of prospects and assure a steady income stream by using professionally written real estate letters. Sample Real Estate Newsletter Gallery Click the images below for full views of live newsletters. I'm a big fan of communicating with one's sphere of influence (SOI) via the written word - with the caveat that those written words are YOUR written words, not some words written by someone else who doesn't know you! After all, theres only so much time in the day. And theres no good reason to leave that kind of money on the table. that are written by the members of this community. It's a fabulous opportunity to very subtly remind your sphere that you're competent and confident AND give them a chance to congratulate you on whatever it is you're telling them about which can open up the door to conversations! Once you get to know them a little better, you can break it down even more into Buyer and Seller Prospects. RELATED BLOGSNewsletters - Turning Cheese into SOUL(Part 1)Newsletters - Turning Cheese into SOUL (Part 2)Newsletters - the Difference Between "Meaningful" and "Interesting". (Were talking multiple millions in volume.). We suggest you do those other activities in addition to the core foundation of your business, which should be the development, growth, and cultivation of your sphere of influence. As a result, its upset a lot of our existing lead sources as well. Holiday cards are a classic way to stay in touch throughout the year. Hi, its [AGENT NAME] with [REAL ESTATE COMPANY], I wanted to give you a heads up that Ive set you up on our new Neighborhood Update Tool and would love to hear your feedback on it. Here's a sample: Dear (friend, client from a former business, former boss, etc.) Thats what marketing is supposed to do it helps sort out who is interested and who isnt. Mr. Icenhower is the CEO of Keller Williams Realty Kansas City North, an attorney, a real estate broker, real estate litigation expert witness, and a frequently published real estate author. This is a great way for you to expand beyond your sphere of influence, as many people are going to bring their family members and friends. I was just checking in with you to see how youre doing. Very nice. I stay in touch with my people, past present and to come, with a monthly . As a Realtor, you can log on to your MLS and set up a Listing E-Alert for anyone. Then, you need to make sure that you pay special attention to your ideal client. If you choose to implement AI, you may need to upgrade a pay a small fee through your CRM. In it, Jason chats about everything from life with twin toddlers to drinking rum he doesnt even mention the word house until at least 5 minutes into the call. You may have several lists of contacts lying around maybe you have an email newsletter list, a contact list in your phone, and your CRM database. But this mock call with Jason Shinpaugh from Placeforsale.com is a shining example of how to do it right. Part of that, Im sure, is the isolation that many are experiencing. Either way staying top of mind with your list is important. Contrary to popular belief, you do not need to burn your relationships, use robotic scripts, or contact people a magic number of 33 times to score referral business and grow your SOI. Beautiful. When it comes down to it, an SOI is just a group of people you know personally. This also warms up your SOI for your phone call. (True Story)Order Your Here! It is also important for you to diversify your outlets. This way, youll be able to: I really think youll find this customer service tool useful since most of my clients already do. But, there is next time, so thank you so much. If the thought of nurturing every contact in your SOI from your babysitter to your great aunt gives you anxiety, never fear. And in this case, that brand is you. I stay in touch with my people, past present and to come, with a monthly newsletter and also with emails when I find something I know they'll enjoy receiving. Here's a set of 3 free letters that will expand your sphere of influence when you introduce yourself to other business people in your community. Today Im going to tell you, no. You can collect those business cards virtually if you want them. After youve sent the initial letter, be sure to stay in touch periodically. Still not sure how to write it? This helps you get rid of any old contact information that is either incorrect or no longer in use. He even asks for permission to follow up (Cool if I follow back up in a week?). Here's a letter recently sent out by one of my faithful readers. As with all real estate letters, do NOT begin your message with the word I. Instead, make it about the reader. If so, just be a little more intentional whenever you log on. But you cant be everywhere all the time. If you are diligent in getting information together in your database, you also collected mailing addresses of some of these people. Check out this great listen on Audible.com. Were going to give you everything you need to work your SOI like a pro. Put yourself in your contacts shoes. 3. Many agents will send client appreciation gifts anything from bath salts to lottery tickets to gift cards, etc., just to say thank you and stay top-of-mind. At that point, you use your Realtor sphere of influence scripts. It strikes up a conversation and they start chatting with you. Dear (Name), How are you? So, youve sent out an email newsletter. The COVID-19 pandemic has changed our lives, our routines, and the way we do business. For example, we did $2 million worth of sales to one couple I hadnt talked to in 13 years. If you dont already have a strong following, send a quick email to your SOI inviting them to connect on Snapchat to see behind the scenes updates from your adventures in real estate. Youre someone I always think of whenever I see killer landscaping and the house I showed yesterday had a jaw-dropping garden! Theres a first time for everything and that is one of the good ones to to tray you so much about that world. I had no idea this got aGold Star since I'm not getting notices of comments (ARGHGHG), so what a nice surprise. As a result, there are many real estate agents who are looking for ways to improve their spheres of influence. Just make sure you ask for permission first (theres nothing more annoying than getting an email you dont remember signing up for, right?). And thats an uncomfortable idea for many of us. The idea of condensing all your personal relationships into a spreadsheet summed up by a 3-letter acronym sounds cold at best, immoral at worst. There are a lot of questions that we have the ability to address for our clients. It is not exactly a secret that there are hundreds of millions of people who use social media on a regular basis, such as Facebook and Twitter. You dont have to be a suited-and-booted business exec to have a great network. If you had a really large email list, say 5,000 emails, and 115 of your contacts engaged with the content to some degree, these 115 are the ones you call first. Its good to get a phone call from someone who is just calling to check in. March 04, 2012 08:13 AM. Below are my picks for the six best real estate companies, Read More The 6 Best Real Estate Companies To Work For (And Why) In 2023Continue, Having good content in the blog and related to the industry of real estate and I have learnt new things about the blog and helpful for the industry, Your email address will not be published. You can use variations of this, but the most important thing you can do is to be authentic. 240-408-4002 contact@homeactions.net My reader enjoyed a tremendous response to the letter, got a few (unsolicited) glowing testimonials to use in her marketing and may even have a few new clients to show for her efforts. This may also help you earn more business. By adding a signup link to your email signature, you can easily expand your list even when sending emails for other purposes. And heres where you apply this knowledge to making your phone calls. Make sure your Pinterest account includes your SOI contacts by inviting your Facebook friends to connect on Pinterest. Are you sure you want to report this blog entry as spam? Remember, you dont have to harass your SOI with daily sales calls. If you have a friend you usually chat with via WhatsApp, itd be weird to call her up on business and start asking her about whether she knows anyone who needs to buy a home. Because even though I had been in business for a long time at that point, I was still afraid to pick up the phone and call them, for the fear of rejection that they might not remember me.. Given that the vast majority of people in the younger generation are looking for a house to help themmake room for their pets, this is something that you may find yourself doing regularly. But, as I always say - with ANY prospecting technique - if it doesn't feel right to you - DON'T do it!!! Of course, being busy is good; however, if you do not keep track of your sphere of influence and work on it by networking, your business may begin to suffer. (Its just around the corner from you actually in Spring Brook Hills.). are great for staying top-of-mind. Script #1 - Recent Clients & Professional Connections, I hope all is well! This week I had the pleasure (and total surprise) of winning an award from RE/MAX for 2010! 5 simple scripts to reconnect with your sphere Staying in touch with your sphere of influence is the foundation of building and maintaining your business. Theyre going after the unknown. Just pick up the phone. I love your program, Jennifer. If you'll actually DO the personal postal mailing, that would be a good excuse for one, but if you keep putting it off, email might be better. Please let me know if I can help you with anything in the future. Love it Jennifer. Pro Tip for Pinterest: Like Twitter, local, highly-visual content wins on Pinterest and can be a great way to increase traffic to your website. Youll see every single time they just as appreciative as everybody else you reach out to. They got 34 percent from repeat business. Twitter posts with visuals get up to 5x more engagement. Looking forward to catching up with you soon!. Thanks for all the comments! Finally, the art of copywriting is helpful too. (Dont get us wrong, we LOVE the MREA, but it was published in 2004 Facebook was just a baby back then! I've been featured from time to time on the local news or in the paper, so I always send out notices with links. Seller leads or previous clients that youre hoping to get real estate referrals from will think, Thats all my realtor thinks of me? In addition, it might backfire and cause them to never call on you. Brian Icenhowers 2023 Real Estate Market Predictions, Real Estate Broker Business Plan Template, Use This Real Estate Team Onboarding Checklist & Process, Introducing a Custom Real Estate Training Academy Built for Your Organization, Social Media for Real Estate Agents: Building Your SOI, Facebook for Realtors: Friends Lists and the 10-10-5 Plan. Or, you may want to rent out a special menu for the evening. If you show up on social media consistently, simply being there and being open is enough. One great tool within your email marketing program is the feature that will show you who opens the emails, who clicks on the links, and who opts out. But, consider this: Agents making more than $100,000 a year told the NAR that they got nearly one-third of their business from referrals from past clients. Great way to phrase the letter - saying thanks to the client is always a must! But if you do it right? Based on the responses and clicks, you can narrow your phone call list down to those who engaged with your newsletter. As with follow ups, consistency is the name of the game on social media. Listing E-Alerts can also be referred to as Search Updates or Auto-Prospecting. Let them know that this is good news for them as well as for you. Check out our full post on prospecting on Facebook! Its Brian Icenhower. (One of my recent clients almost got badly burned by an inflated zestimate!). Or maybe they have questions about the difference between a deferment and a forbearance on their mortgage payments. Pro Tip for TikTok: This is a fun one. All because of one fundamental business driver: Authenticity. And this one from the Graham Seeby Group is an excellent example. Or, you can ask yourself, why would anyone in my SOI want to hire me as their Realtor? In 2012 he shifted his focus to work exclusively with real estate agents, helping them dominate listings in geographic farming, past clients, and commercial properties. These letters are a 180 degree turn away from the old "Here I am, help me get more clients" style Hello Marte, love the letter and your post has been featured to the group: I like this approach, Marte. You might even want to use a real estate CRM. One type of ad that has been shown to be very effective is a messenger ad. Thx for sharing. Heres a sample: Dear (friend, client from a former business, former boss, etc.). Start with your past clients because these are people you just sold a house to. Ill be happy to do the research and get back to you quickly. This is how you start to learn what type of content is engaging, and which subject lines get the most responses. I was having trouble generating leads and converting those leads into clients. Make sure you select something that shows just how well you know them. Hey would you do me a favor, Aaron? This field is for validation purposes and should be left unchanged. We have all been there. But once you get rolling with regular follow ups and a growing number of referrals, youre going to want some kind of system or real estate CRM that lets you see at a glance what the last follow up was so you can keep connecting in a consistent and relevant way. But by any name, Listing E-Alerts are a powerful tool. Another excellent post. Take a breath. What We'll Cover Housing Market Statistics 1. Remember, at the end of the day, business is about connecting with people marketing is simply how you start the conversation. These could be people who know a lot of homeowners, such as roofers or maintenance pros, they could be the heads of your kids PTA, or even just the natural extroverts in your friend and family circles. The main thing is not to let them forget that youre an agent and youre there to help them. I am the worst at self-promoting. I think either way would be fine - whatever feels right to you. What do you love about it? That is how you can really add someone to your sphere of influence. Ill tell you the most effective way to reach out to your SOI is probably the least sexy way. It could even be that they are having some work done on their house and need some recommendations. The tricks to good yay-me's are 1) your audience already cares about you because you don't yay-me all the time and 2) it's done without a hint of referral-begging and 3) your excitement over your achievement or award or whatever is 100% sincere. That includes family, friends, business acquaintances, people you know from meetings you attend, fellow volunteers, your spouses friends, your parents friends, your hairdresser, your mechanic, your dog groomer, and of course past clients from some other career. visit http://AgentDominator.info to double sales and referrals from past clients and sphere of influence. Together, we can make this year your best yet! Be sure your real estate letters dont sound like a form letter that just goes out. Pro Tip for Facebook: Create a separate SOI list for your Facebook friends who are extra active in the community and set your notifications so you can engage with them frequently. Use your spreadsheet or CRM to input key details like lead source, any initial questions they might have asked, and personal tidbits like their kids or even dogs name. But, Read More How Email Marketing Changed My Real Estate Business Forever (DO THIS)Continue, Would you like to sell an additional four to six homes a month? Cary Property Pros Premier Real Estate, MJ Decorators Workshop LI staging and home decorating - Lynbrook, NY, Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA, Selling Soulfully with Jennifer Allan-Hagedorn, Newsletters - the Difference Between "Meaningful" and "Interesting", More Referrals: Strategies & Tips on Getting More Referrals, Political Pontificating on Facebook - Yea or Nay (, Real Estate The Old Fashioned Way - Life Before Fa, Real Estate the Old Fashioned Way - Face2Face Cont. Great post. Sometimes, we connect with individuals electronically; however, they are not receiving our regular emails and marketing tools. Its very simple. Brian is also the creator of www.TheRealEstateTrainer.com, a website that provides real training material for real estate brokers managers and other industry leaders. and Pensacola Beach real estate Now, your phone call list is much more manageable. Obviously, you cant talk about connecting with people without talking about social media and each social media network has its own merits. If you havent seen Danielles hacks for following up with stale leads in under 10 min., you NEED to check these out.). Pro Tip for Twitter: Always post local content with relevant local hashtags. Brian Icenhower of The Real Estate Trainer has a great tip. Check out our full list of Twitter dos and donts for real estate! I've been trying to decide what to do with it - I thought of mailing the newspaper article out to my 2010 clients with a note thanking them for helping me achieve this goal. Your way of handling the award was so tasteful. They may even have some great content ideas. You are NOT trying to sell them anything right now, you are just trying to re-engage them and reconnect after some time. Then, you may want to share information you learn in these business journals with your potential client. If your SOI "hears" from you on a reasonably regular basis - and again - that means they hear from YOU (not that mysterious someone else), they'll remember you, and even better, they'll remember you FONDLY. At least if you sold them a house, you will for sure have their mailing address! However, there is always something that feels special about holding something from your mailbox. You may also want to include a gift card to the local coffee shop or other gift. SOI. Grab a notebook or excel spreadsheet and jot down all the names you can think of, including: Dont get sidetracked thinking about what youre going to say when you reach out, or why you really dont know this person that well, etc. People in your sphere include your friends, family, former clients, and their second-order contacts. its also more effective. (even though some agents love getting their francise awards) I like to write about what makes my clients happy. and current clients your sphere of influence and your prospects 18 real estate letter templates in pdf google docs word web free download here is a well Its expected in business. In the first 15 years after starting his business, he helped over 11,700 sales agents dramatically increase sales. And you never know where your next lead will come from. Pro Tip: Take the pressure out of the big announcement and build awareness for your role as a Realtor by simply sharing that part of your life. Gratitude is the best way to get more of what you want. With this simple strategy, and no more than 279 contacts, the listings started flowing in. Most email marketing programs have a phone app as well, so you can get these important updates to your phone as you track the reception of your newsletter. A great strategy is to provide opportunities for your contacts to opt-in on their own, just like you would on your website. Love your ideas and thanks for the inspiration. Monitor performance of your real estate newsletter; 6 elements of a good real estate email newsletter; Free real estate newsletter templates; Real estate newsletters, whether print or electronic, can be an effective marketing tool for keeping your name top of mind with your past and current clients, your sphere of influence and your prospects. What Is a Sphere of Influence? 1K views, 18 likes, 5 loves, 3 comments, 0 shares, Facebook Watch Videos from Krista Mashore Coaching: Every Friday I answer questions that YOU ask! Start off with, Hey Julie, I was thinking about you, and shame on me for not reaching out earlier. 3. Im kicking off an email newsletter with home and garden how tos (and maybe a few insider tips on the market) and Id love to get an expert like you on my list. When making your choice, youll want to consider the market you are in and the level of training you desire. Thats the only way you will be able to contact your SOI members 100 times a year. No matter who you are or where youre from, if youve ever interacted with another human being, you HAVE a sphere of influence. Your note/comment is definitely going in my "keeper" file!! The writer recommended saying "I'm an agent now and I need your help.". How to Nurture Your SOI (+ Free Templates! : ). Today we are going to give you a few of our best real estate email templates for Listing E-Alerts. Whether you use the MLS or your agent website through your CRM, it can be completely free. Brian Icenhower, Esq, BS, JD, CRB, CRS, GRI, ABR is a nationally recognized real estate trainer, speaker and coach. Happy Anniversary to ME! The cost is low sometimes just $5 a day when you run these ads, and its being shown to people that are already in your database. Good news! Constant Contact and Emma are two good examples. In todays market, there are many different lead sources you can use to grow your business. I bet you do want to share some ideas? Your sphere of influence is important because you can use it to attract new clients who may be able to help you grow your business. And, if you have a friend or acquaintance in need of a real estate professional, Id appreciate the referral. Today we are going to cover some quick tips and scripts for Realtors reaching out to your sphere of influence database. New agent client building - A letter of introduction can be used as part of your first client-building marketing campaign. Save my name, email, and website in this browser for the next time I comment. Are you tempted to use AI to write blog posts? You can use variations of this, but the most important thing you can do is to be authentic. And even if your client needs nothing from you at least you checked in. Now is a wonderful time for that because we are in the midst of this COVID-19 crisis and were forced to get back to the basics. Writen By. According to the Washington Post, the average person spends about 20.5 hours per week in their inbox. Its one of the oldest digital tools that Realtors have had at their fingertips. Once you feel like you have established a personal connection, ask them for a business card. For brand new agents a simple Excel spreadsheet will do the job.. There is a fine line between flaunting and genuine and it looks like your E-mail was very genuine! But asking for it can feel pretty daunting. Once you're under Audiences, you can edit "Audience Details" to suit your preferences, narrowing items such as age, location, and even interests. Theyre a light-hearted, non-pushy way to stay in front of people. However, Id love to hear what you think about it first. The tricks to good yay-me's are 1) your audience already cares about you because you don't yay-me all the time and 2) it's done without a hint of referral-begging and 3) your excitement over your achievement or award or whatever is 100% sincere. Take Advantage of Direct Mail Marketing, Frequently Asked Questions About the Sphere of Influence, Use networking to help you improve your sphere of influence and real estate referrals, Use social media to help you build a stronger sphere of influence and boost real estate sales, Prioritize your time with your followers to build your real estate business, Take advantage of local news publications to boost your real estate career, Use events to help you grow your sphere as a Realtor.

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