Real Estate Marketing Strategies - 7 Tips to Motivate Your Sphere of Influence to Refer to You
Real Estate Marketing Strategies - 7 Tips to Motivate Your Sphere of Influence to Refer to You
These are the responses I get:
“I don’t know what to say.”
“I can’t ask my friends or business.”
“I have no reason to call.”
“I don’t want to bug them.”
“It’s not okay to call them too often.”
This article shows you how to motivate your sphere of influence to refer to you easily and effortlessly.
The 7 Tips:
Tip 1: Have a script so you know what to say
What you decide to say may vary from person to person. The way you talk to a close friend may be quite different from the way you talk to a distant acquaintance.
There is no one formula of what to say. However, it is very helpful to have something to offer when you call. One idea that many of my clients have found helpful is to call your sphere of influence and offer to be a referral source for them.
In other words, let them know that you have plenty of connections to people who could help them. For example, you know many painters, electrician’s, plumbers, etc. and your sphere of influence should know that if they need any names and phone numbers they should call you and you will be happy to provide a referral source for them.
Tip 2: Think of yourself as being “the giver”
Most of us love to be the giver. We know we will be well received and people will like us. We also know that “giving” leads to more business.
Before you pick up the phone to call your sphere of influence ask yourself “what can I give to them?” One way that you could be of service to them, is to offer to be a cross referral partner.
If they have their own business, ask them how their business is doing. Ask them how you could help them at their business. Ask them what kind of referrals they would like to receive. Let them know that you will do your best to send referrals to them. At the end of the conversation, you can say something like, “when you hear of anyone who’s interested in buying or selling a home, please call me with their name and number. If it’s okay with them, I will call them and make sure that their real estate needs are being taken care of.”
Tip 3: Send an “Item of value” each month
What kind of item of value, should you send? It used to be that sending newsletters was a hot item. However, most people have gotten too busy to read a newsletter.
The item that works the best is a colorful postcard that gives the events happening in their area. Their sphere of influence is likely to put that postcard on the refrigerator and refer to it often.
Of course, next to the list of events happening in the area is your photo, your phone number, and your tag line such as “relax and let me run the extra mile to fulfill your real estate needs.”
You start to enter their stream of consciousness.
They start to associate positive ideas with you:
• You are associated with happy events in their area,
• You are associated with brilliant bright, happy colors in the postcard,
• Your face smiles at them every time they go to the refrigerator.
Let me ask you, do you think they are more likely to remember you the next time they have a real estate need or a real estate question?
Tip 4: Don’t be afraid to call them too often
As long as you have a good reason to call, they will be happy to hear from you. Trust your own gut instinct about how often you should call them. Many real estate gurus suggest calling people in your sphere of influence about once a month. You may choose that to do that with your “A list”, the people most likely to refer to you.
Since you are sending an item of value each month, you can always ask them “did you receive the postcard?” You can follow that with, “so what event are you going to go to?”
Tip 5: Assume the positive
Simply assume that they will be happy to hear from you. Why wouldn’t they be? They are receiving a wonderful colorful, informative postcard from you each month, then you are calling and offering them something, and you are conditioning them to want to hear from you.
Assume that you have something valuable to offer, your friendship and your real estate expertise, and people want to hear from you.
Tip 6: Be excited about your business
Remember, “desperation does not sell”, but “excitement” does. No matter what the current condition of your business, always say something like, “I am so excited about my business. I get to meet such wonderful people and I’m really in an expansion phase of my business. If you want to help out, just send people my way to have a real estate question or issue, I will be happy to help them.”
Tip 7: Use the Law of Attraction
To successfully use the Law of Attraction, you need to be clear about what you want. What do you want? Do you want your sphere of influence to send you several clients a month? If so, then set your intention, “I am now in the process of attracting several new clients from my sphere of influence each month.”
Do you have any opposing beliefs that you need to clear? The Law of Attraction cannot give you what you want if you have any beliefs that would oppose your desired outcome.
For example, if you want to attract an abundance of prosperity, but you have beliefs like:
• I don’t deserve to have a lot of money,
• It’s selfish to want more than I have,
• Money is the root of all evil,
• Money can’t buy me happiness,
• Rich people are usually not honest.
If you have any of the above beliefs, those are called “opposing beliefs.” Can you see that you could be doing all the right activities with your sphere of influence, but if you had opposing beliefs like these, you would not be attracting the clients and the income you want?
To get the Law of Attraction to work for you, you need to identify these old self limiting beliefs, release them and install empowered beliefs.
Here are some examples of empowered beliefs that will help you create the income you want:
• I do deserve an abundance of prosperity,
• It’s okay for me to be grateful for what I have and still want more,
• Money is neutral and can be used for good or evil,
• Money can’t buy me happiness, but I can create a better life for myself and people around me by being prosperous,
• Some people are honest and some are not. It has no relationship to whether or not they have money.
Practice repeating your empowered beliefs, frequently and train your mind to focus on what you “want”, not on what you “don’t want”. If you find yourself dwelling on thoughts of scarcity, like “not enough money” switch your focus and ask yourself, “so what do I want?” Start to notice yourself becoming more positive and attracting more of what you want.
Summary:
To recap, here are the 7 tips guaranteed to motivate your sphere of influence to refer to you:
• Know what to say.
• Become the giver.
• Call frequently.
• Offer to help them.
• Send out an attractive item of value each month.
• Be excited about your business.
• Use the law of Attraction to magnetize your ideal clients coming to you.
Real Estate Marketing Strategies 7 Tips to Motivate Your Sphere of Influence to Refer to You - To learn more about this author, visit Maya Bailey's Website.
Like this article? Share it with your friends
As a business coach for real estate agents, I often hear my clients say to me, “I just can’t pick up the phone and call my sphere of influence.” “Why not?” I ask.
These are the responses I get:
“I don’t know what to say.”
“I can’t ask my friends or business.”
“I have no reason to call.”
“I don’t want to bug them.”
“It’s not okay to call them too often.”
This article shows you how to motivate your sphere of influence to refer to you easily and effortlessly.
The 7 Tips:
Tip 1: Have a script so you know what to say
What you decide to say may vary from person to person. The way you talk to a close friend may be quite different from the way you talk to a distant acquaintance.
There is no one formula of what to say. However, it is very helpful to have something to offer when you call. One idea that many of my clients have found helpful is to call your sphere of influence and offer to be a referral source for them.
In other words, let them know that you have plenty of connections to people who could help them. For example, you know many painters, electrician’s, plumbers, etc. and your sphere of influence should know that if they need any names and phone numbers they should call you and you will be happy to provide a referral source for them.
Tip 2: Think of yourself as being “the giver”
Most of us love to be the giver. We know we will be well received and people will like us. We also know that “giving” leads to more business.
Before you pick up the phone to call your sphere of influence ask yourself “what can I give to them?” One way that you could be of service to them, is to offer to be a cross referral partner.
If they have their own business, ask them how their business is doing. Ask them how you could help them at their business. Ask them what kind of referrals they would like to receive. Let them know that you will do your best to send referrals to them. At the end of the conversation, you can say something like, “when you hear of anyone who’s interested in buying or selling a home, please call me with their name and number. If it’s okay with them, I will call them and make sure that their real estate needs are being taken care of.”
Tip 3: Send an “Item of value” each month
What kind of item of value, should you send? It used to be that sending newsletters was a hot item. However, most people have gotten too busy to read a newsletter.
The item that works the best is a colorful postcard that gives the events happening in their area. Their sphere of influence is likely to put that postcard on the refrigerator and refer to it often.
Of course, next to the list of events happening in the area is your photo, your phone number, and your tag line such as “relax and let me run the extra mile to fulfill your real estate needs.”
You start to enter their stream of consciousness.
They start to associate positive ideas with you:
• You are associated with happy events in their area,
• You are associated with brilliant bright, happy colors in the postcard,
• Your face smiles at them every time they go to the refrigerator.
Let me ask you, do you think they are more likely to remember you the next time they have a real estate need or a real estate question?
Tip 4: Don’t be afraid to call them too often
As long as you have a good reason to call, they will be happy to hear from you. Trust your own gut instinct about how often you should call them. Many real estate gurus suggest calling people in your sphere of influence about once a month. You may choose that to do that with your “A list”, the people most likely to refer to you.
Since you are sending an item of value each month, you can always ask them “did you receive the postcard?” You can follow that with, “so what event are you going to go to?”
Tip 5: Assume the positive
Simply assume that they will be happy to hear from you. Why wouldn’t they be? They are receiving a wonderful colorful, informative postcard from you each month, then you are calling and offering them something, and you are conditioning them to want to hear from you.
Assume that you have something valuable to offer, your friendship and your real estate expertise, and people want to hear from you.
Tip 6: Be excited about your business
Remember, “desperation does not sell”, but “excitement” does. No matter what the current condition of your business, always say something like, “I am so excited about my business. I get to meet such wonderful people and I’m really in an expansion phase of my business. If you want to help out, just send people my way to have a real estate question or issue, I will be happy to help them.”
Tip 7: Use the Law of Attraction
To successfully use the Law of Attraction, you need to be clear about what you want. What do you want? Do you want your sphere of influence to send you several clients a month? If so, then set your intention, “I am now in the process of attracting several new clients from my sphere of influence each month.”
Do you have any opposing beliefs that you need to clear? The Law of Attraction cannot give you what you want if you have any beliefs that would oppose your desired outcome.
For example, if you want to attract an abundance of prosperity, but you have beliefs like:
• I don’t deserve to have a lot of money,
• It’s selfish to want more than I have,
• Money is the root of all evil,
• Money can’t buy me happiness,
• Rich people are usually not honest.
If you have any of the above beliefs, those are called “opposing beliefs.” Can you see that you could be doing all the right activities with your sphere of influence, but if you had opposing beliefs like these, you would not be attracting the clients and the income you want?
To get the Law of Attraction to work for you, you need to identify these old self limiting beliefs, release them and install empowered beliefs.
Here are some examples of empowered beliefs that will help you create the income you want:
• I do deserve an abundance of prosperity,
• It’s okay for me to be grateful for what I have and still want more,
• Money is neutral and can be used for good or evil,
• Money can’t buy me happiness, but I can create a better life for myself and people around me by being prosperous,
• Some people are honest and some are not. It has no relationship to whether or not they have money.
Practice repeating your empowered beliefs, frequently and train your mind to focus on what you “want”, not on what you “don’t want”. If you find yourself dwelling on thoughts of scarcity, like “not enough money” switch your focus and ask yourself, “so what do I want?” Start to notice yourself becoming more positive and attracting more of what you want.
Summary:
To recap, here are the 7 tips guaranteed to motivate your sphere of influence to refer to you:
• Know what to say.
• Become the giver.
• Call frequently.
• Offer to help them.
• Send out an attractive item of value each month.
• Be excited about your business.
• Use the law of Attraction to magnetize your ideal clients coming to you.
Real Estate Marketing Strategies 7 Tips to Motivate Your Sphere of Influence to Refer to You - To learn more about this author, visit Maya Bailey's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
|||
Staging DivaDebra Gould, aka The Staging Diva, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
|||
John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a hands-on franchise consultant. He said, I am the nuts and bolts person who tends to the details for my clients. Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
|||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
|||
Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Maya's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
|
||
|
||
|
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Relational Software Basic SEO Guide Spring Cleaning Start eTutoring Business Networking Road Warrior |
|
 | ||
 |
Email The Reporters
Press Release Builder | |
 |
Top 50 Franchising Blogs
Top 50 Franchising Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
