The Care and Feeding of Your Sphere of Influence for Real Estate Agents
By Lauren Walker on the Adwerx blog
Posted by: RET Staff
Open the contact list on your phone. Start scrolling. When was the last time you contacted those folks?
If you're an active real estate agent, you know the answer. Because your contact list is just one place where you'll find your sphere of influence — the people who provide you with more than 60% of your business, according to data in the NAR 2015 Profile of Home Buyers and Sellers.
"My sphere of influence database (and especially my past client database) is precious to me," said Jennifer Allen, in her article for salesgravy.com. "Every name on there has the potential to bring thousands of dollars to my business and deserves my respect and attention."
As critical as these people are, they need your attention. They need gentle reminders of who you are and what you can do. Or, as the term goes, they need "touches."
Face your fear of touching your sphere of influence
Real estate coaches routinely encourage their clients to nurture their sphere of influence, with some prescribing a certain number of touches per day, per week and per month. As coach Tom Ferry recommends, "In a perfect situation you will be reaching out to your database 24-36 times a year, posting on social, sending direct mail and making phone calls."