Get your sphere in gear

This post is part of a series on basic prospecting. There really are no secrets in the real estate business. All it really comes down to is doing the basics and doing them well. One of the most basic elements of any solid real estate business is marketing to your sphere of influence. There are many ways of classifying people within your sphere but let's start with the most basic. Include everyone in your sphere that you know that doesn't spit when they hear your name. All of these people should be in your database. We will entertain the discussion of database selection in a future post but for now let's assume you have a basic database which could be as simple as a 3x5 card system. You start by contacting each and every person, and yes, you must follow the do not call rules, and talking to them. Here we are going to divert to the all time great people person, Dale Carnegie. When you contact your sphere you talk about what is most precious to them… which is THEM. You talk about FORD.

Family

Occupation

Recreation

Dreams

It is really quite simple. You focus on what is most precious to them. Something like this, "Hi Mary, this is Brian… yea, that's right, Brian the real estate guy. How are you? How is Bill? How are the kids? How's the gerbil? Is work going OK, boy, a lot of people are having a tough time right now. Did you guys make it to Maui over Christmas break? How was the trip? Are you still thinking of trying to buy a place there? By the way, I would like to ask a favor if that is OK. I am working on developing some new business; do you know anyone thinking of buying or selling? OK, Thanks. Great to talk to you, say hi to Bill for me."

Now send a personal handwritten thank you note with a business card. Be authentic, be gracious. Be up front in their minds when they think of real estate. Now schedule your next contact in your database. When they provide you with a lead contact the lead promptly and make sure your actions reflect well on the person providing the lead. Write a thank you note to the lead, new client, and the lead source.

 

 

Quick review:

• Create your database; this is your sphere of influence. (SOI)
• Contact your SOI
• Focus on THEM
• FORD
• Ask for business
• Thank them when you talk to them
• Thank them again in a personal note
• Schedule next contact
• Follow up promptly with any leads provided

Happy selling,

Brian