Tapping Your Sphere of Influence
2:18 Minute Read.
According to a national funeral director’s association, the average number of people in attendance at funerals is 250. And so it will go with you. Most likely, around 250 people will show up at your memorial. These folks will be close friends, distant relatives and a slew of individuals whom you influenced for good during your lifetime. I bet you can already name most of the people who will be there.
This group of people is known as your Sphere of Influence. These are the people who know you, like you and trust you. These are the people who will buy a house through you if they remember you’re in the business.
“It’s too late to ask for referrals
when you’re dead. Do it now.”
Every agent I talk with says its very important to keep in touch with folks in their sphere of influence. But the overwhelming majority of agents never do it. Some agents are afraid of appearing “too salesy”. Or worse, agents incorrectly assume everyone in their sphere readily remembers they’re an agent. Quick. Can you name the employer and job description of every one of your aunts, uncles and cousins? Didn’t think so. Most people can’t. So, don’t expect others to remember yours. Let’s get two things straight: In this business, you can never over communicate. Most agents could easily quadruple their communications and still not saturate the market. Secondly, some of your closest friends have already forgotten you even have a real estate license. Don’t be surprised to learn at family gatherings that someone close to you bought or sold property – and forgot to call you. It happens.
What if I could show you an easy, proven method to keep in touch with your sphere of influence and gain business through it?
Try this:
Create a sphere of influence list. Set a goal of adding 250 people. Make sure it’s a system that’s easy for you to use, otherwise you won’t bother with it. It doesn’t matter if it’s an excel spreadsheet, a written document or your phone’s contact list. Keep a record of their name, address, phone number, and email address.
Regularly, add names of new friends, clients, and business acquaintances.
Two or three times each year, send out a hand-written and hand-stamped invitation-sized notecard and include two business cards. Never use business sized envelopes or form letters. Think that’s too time consuming? Divide the amount of income from an extra closing or two by the time spent sending notecards and you’ll realize it’s a great investment. Here’s a free tip: If you hire a babysitter, have them address envelopes for you after the kids go to bed.
Mail notecards during home-buying seasons. The New Year, beginning of spring and the start of school are great times to mail notecards. Don’t usurp religious holidays to ask for referrals. Nothing smells worse than “Merry Christmas – Time to celebrate the Savior’s birth and seek out more clients.”
Make it personal and ask for a favor. Everyone loves doing favors for friends, especially when its easy. Never ask for your friend’s business. Assume you already have it. Instead, ask for a referral.
Here’s a very simple sample:
Hi Marty,
With summer right around the corner, I wanted to ask you for a favor. If you know of anyone needing to buy or sell a house, I’d appreciate you passing my card to them. I promise to give them extra special care and attention.
Thanks,
John
Sending a simple notecard like this accomplishes no less than 4 things:
1. It reminds your sphere of influence you are still in the business.
2. You are looking for new business without browbeating them to use your service.
3. It recognizes the value of a friend’s referral.
5. It promises their referral will be treated well.
One more thought – When someone is kind enough to send you a referral, send them a thank you note immediately. That’s the surest way to get another referral from them.
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