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He even asks for permission to follow up (Cool if I follow back up in a week?). Its Brian Icenhower. Beyond the dreaded phone call and advanced social media analytics, theres still a place for traditional mailers. In real estate, being active and engaged as a friend is being active and engaged as a business owner. Come up with a meaningful message, and hit your database with a postcard mailer. The main thing is not to let them forget that youre an agent and youre there to help them. Its good to get a phone call from someone who is just calling to check in. 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. However, Id love to hear what you think about it first. There is a fine line between flaunting and genuine and it looks like your E-mail was very genuine! Almost every CRM has a Listing E-Alert tool now. I just want to check in with you and see how youre doing.. March 04, 2012 08:13 AM. But, there is next time, so thank you so much. Pay Special Attention to Those Who Matter Most, 5. Seller leads or previous clients that youre hoping to get real estate referrals from will think, Thats all my realtor thinks of me? But if you do it right? This way, youll be able to: I really think youll find this customer service tool useful since most of my clients already do. By reaching out and sending gifts you generate a raving fan rather than just another number in your database. Let them know that this is good news for them as well as for you. Either way staying top of mind with your list is important. Once that done, we can move on to what kind of value we can provide our SOI with to continue to keep in touch and keep them engaged. A good CRM must have an IDX feed to your local MLS. Pay Special Attention to Those Who Matter Most 4. Its one of the easiest ways to get your database engaged again. Add your signature and contact information including your location. You can use variations of this, but the most important thing you can do is to be authentic. What We'll Cover Housing Market Statistics 1. Again, theres absolutely no need to sell here. 4. They already know you. There are a lot of questions that we have the ability to address for our clients. Its expected in business. There are helpful tools you can use to expand your social media influence. Another of the real estate marketing ideas you can do with your sphere of influence is what I call a Personal Client Letter. You made your calls and used your Realtor sphere of influence scripts. Services for Real Estate Pros with Marte Cliff Copywriting, Susan McCall - - Compass Realty Solutions. He recommends using MLS auto-prospecting to send relevant listings for potential sellers in your SOI to help them track the pulse of the market and see what comparable properties are selling for. 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. There are a lot of ways you can grow your sphere of influence including networking with other people, taking advantage of social media, and going out of your way to help other people who are in your sphere. Once everyone in your SOI knows you sell real estate, youll start seeing the referrals coming in. 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. Now that we are living in more uncertain times, we are presented with an opportunity to reopen the line of communication between ourselves and our sphere of influence contacts. This is actually not going to be helpful because you are not going to remember anything beyond what is on those cards. As a result, its upset a lot of our existing lead sources as well. I like this example Jennifer. Make sure you do not fall into this trap. I just received the Top Producer award for my Brokerage's midtown branch for 2010 production - it was a total surprise at our February awards banquet. I hope you and your family are doing well. or other gift.. That way, they know that you appreciate the referral. Thats what marketing is supposed to do it helps sort out who is interested and who isnt. Are you tempted to use AI to write blog posts? Whether it's a client you haven't seen in 10 years, or a family member you wake up with every morning, the core idea behind the term 'sphere of influence' is that, by simply knowing them, you have the ability to impact them in some way. Featured at one of my favorite groups at AR short simple and to the point not to mention very different. Why Is Growing Your SOI So Important for Real Estate Agents? In 2016 and 2017, Rons team closed 533 and 470 transactions, respectively, without following the conventional sales advice. After youve sent the initial letter, be sure to stay in touch periodically. It has success written all over it. Never Stop Networking 2. But, I thought, no better time than right now. Most CRMs make it easy to set up email drip campaigns to go out to relevant segments of your list (in Follow Up Boss we use Action Plans to help keep it simple). 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. Be clear that you have no agenda. Love it or hate it, email cannot be ignored. You can send this to your SOI, or your geographic farm. Love it Jennifer. It revives them as your SOI contact, and now youve set yourself up to maintain that level of communication going forward. Because we worked together, if anyone comes up in your network that may need real estate advice, I'm always happy to help. We scoured the depths of YouTube to find the non-sleaziest referral scripts out there, and it was rough. These include: What this means is that the current real estate market is volatile at best. The COVID-19 pandemic has changed our lives, our routines, and the way we do business. Diversify Your Outlets 5. As a result, there are many real estate agents who are looking for ways to improve their spheres of influence. Once you're under Audiences, you can edit "Audience Details" to suit your preferences, narrowing items such as age, location, and even interests. And when he does, it feels like a natural segue, not an awkward script. Remind your sellers about something you did that added a lot of value for them. I was just checking in with you to see how youre doing. As with all real estate letters, do NOT begin your message with the word I. Instead, make it about the reader. This is a great way for you to demonstrate that you are knowledgeable about the local area. Wish I could use it but after 25 years it would look odd! Smart real estate agents know that there is a lot of money to be made in giving away something for free. You may also want to include a gift card to the local coffee shop or other gift. Or ask for feedback?? Copy all of it into one Excel spreadsheet. Crafting personalized real estate letters to send to your sphere of influence so that you can get real estate referrals That's an example of the real estate letters you might send to previous clients. You can easily change up that second line to refer back to any relevant life, community, or even social media event. There are a gazillion things you can write to your SOI about that won't come across as pitchy, pushy or just ho-hum. Save my name, email, and website in this browser for the next time I comment. But a good rule of thumb when youre first getting started with contacting your SOI is to list your contacts according to how you know the person. It is such a surprise when someone takes the time to send a note that is personal. By properly using Listing E-Alerts, along with these real estate email templates, you will have an easy channel of communication with your SOI. Looking forward to catching up with you soon!. You want to find ways to touch your SOI members without annoying them. If youre reaching out to someone youve really neglected, now is the best time to pick up the phone and call them. 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. Your newsletter list is also a great place to find referrals. Theres really no right or wrong way to segment your list. Today, were giving you a FREE DOWNLOAD of our Seller Lead Listing E-Alert Email Drip. 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. It's been way too long since we've seen each other. I had no idea this got aGold Star since I'm not getting notices of comments (ARGHGHG), so what a nice surprise. That said, the fact of the matter is that our SOI is where its at. Start engaging more on social media (weve got guides on Facebook, Instagram and Twitter to get you started). It could literally lose you millions. But by any name, Listing E-Alerts are a powerful tool. Enter pertinent information, so you can send Happy Anniversary messages on the date that their new home closed, send a birthday card, or simply remember their childrens or their pets names. And yes, for years they have been. In my opinion, calling or writing to say youre now an agent and you want their business is a bit tacky, not to mention pushy. If youre not shy about video, TikTok is a great way to get in front of your SOI while generating more engagement with your Instagram and Youtube (which you should definitely link to your TikTok if you havent already!).. I have often felt that emails that are being promoted for you to send to your sphere by the Brokerages are to "Spamish", while yours is not. If you take a look at the market at this time last year, you will quickly realize that nothing lasts forever. And conversations with the people we know can lead to all sorts of wonderful things. By the way, this is not MY yay-me letter - it's from one of my readers; I'm just sharing it as a good example. That's the only way you will be able to contact your SOI members 100 times a year. Reach out to some of your past clients from the last two or three years, depending on how much business you do. And, it could still work if revised for those of us who have been in the trenches for a while, if farming a neighborhood. Recent clients and professional connections are always a great place to start.. Where you make your list will depend on where you are in your business. document.getElementById( "ak_js_2" ).setAttribute( "value", ( new Date() ).getTime() ); PROGRESSIVE TRAINING FOR REAL ESTATE AGENTS AND TEAMS. It will cost anywhere from forty to fifty cents per postcard depending upon volume. Excellent letter, of course, Marte! I like to use Mailbox Power for sending birthday and anniversary gifts to my sphere of influence. Find FL real estate agents What do you love about it? Share your reason for becoming a Realtor. Out of 30+ agents in my office, I was one of only 9 to receive this honor! 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. Your past clients may have questions about their equity, or are thinking about getting cash out of investment properties. Dear (Employer's Name), I want to thank you once again for speaking to me on behalf of the secretary position at (Company Name). This doesnt mean you should stop nurturing your entire SOI, but it does help you focus your efforts to get maximum results. I just can't do YAY ME! 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? In that survey, they have always shown between 78 and 82 percent of all people that purchase a residential home use an agent that they know or that someone they know referred to them. You may think that you are so busy that you will never have time to go to another networking event. No matter who you are or where youre from, if youve ever interacted with another human being, you HAVE a sphere of influence. Id love to share these tips, answer any questions, and even let them know which questions they should definitely be asking! Good news! 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. Most marketing agents do fails because they don't under. When they got the postcard, they called me. Send out mailers to your sphere, or use a specialized advertising tool, like Adwerx to increase your online visibility with this particular group. Make sure your Pinterest account includes your SOI contacts by inviting your Facebook friends to connect on Pinterest. Writen By. This raving fan then tells their close connections about you which in turn builds your sphere of influence. Acronyms and jargon can kill your message. Sample Influence Letter. 1 Real Estate Agent Introduction Letter Sample Pdf Thank you unquestionably much for downloading Real Estate Agent Introduction Letter Sample Pdf.Most likely you have As a real estate professional, you have a lot of connections and vendors you know and trust. 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. But you cant be everywhere all the time. If you use your agent website for your Listing E-Alerts, you can use. There are so many ways for real estate agents to generate business. Remember, at the end of the day, business is about connecting with people marketing is simply how you start the conversation. I am the worst at self-promoting. In this article, we are going to discuss how you can: Take a look at the strategies below, and learn more about how you can use them to improve your own real estate sphere of influence. (Honestly, this ones worth a watch!). If theres one SOI pro tip that bears repeating, its this: Never assume. Say something like, Im really appreciative that we got this done for you because of the value that it drove to you. . 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. It could even be that they are having some work done on their house and need some recommendations. You have truly revolutionized my business.so here's another hurdle.thank you for the insight! Its okay if you have gotten away from being in touch with your SOI. New agent client building - A letter of introduction can be used as part of your first client-building marketing campaign. Ask them about the dog. 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. What's the reason you're reporting this blog entry? Brian Icenhower, Esq, BS, JD, CRB, CRS, GRI, ABR is a nationally recognized real estate trainer, speaker and coach. Now, your phone call list is much more manageable. What's the reason you're reporting this blog entry? Either theyre using you or theyre referring someone to you. 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.. Or, you can ask yourself, why would anyone in my SOI want to hire me as their Realtor? YAY-ME? Yes, these lead generation systems work! Here's a letter recently sent out by one of my faithful readers. Look, we get it. Congratulations, Lori! After all, theres only so much time in the day. At its best, marketing to your SOI helps you establish yourself both online and offline as THE local realty expert. Howd you get into it? After theyve agreed, you can reply reminding them youre always here if they ever have any questions about the market. But how many agents actually take that advice? The personal client letter is one of the real estate letters going to seller leads who have done a transaction with you. Real estate prospecting lettersletters agents send to buyers, FSBO, FRBO and Expired listing homeownersare still one of the best ways to generate leads in 2022. Hi Jennifer, Interesting concept and comment thread. Youve chosen an exciting and demanding career and youll succeed if you work hard, learn all you can, and show people that they mean more to you than a commission check. 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. Sound good? However, there is always something that feels special about holding something from your mailbox. coaching programs is right for you? If youre ready to follow in the footsteps of the boss-level Realtors who have successfully transformed their SOIs into multi-million-dollar referral machines without ever being sleazy read on. or other gift. This may also help you earn more business. It posts your ad and provides a messenger link for the recipients so they can message you directly. Take our customer, Justin Seeby for example. Isn't that the epitome of pitchy, pushy or even ho-hum (after all - who cares about ME?). It wont be like that for long. Michael Montgomery of Rev Real Estate School. In general, keeping in touch is a great way to show appreciation. 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. 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. Checking in with them to make sure theyre okay is a very normal thing. I bet you do want to share some ideas? It's helpful to the recipient and offers them something of value, INFORMATION. Thanks for all the comments! 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. Use this real estate letter template to introduce yourself to a particular neighborhood or community group, using as much relevant expertise or information as possible. Wonderful idea Jennifer and a wonderful post, and some great comments! You can also see what specific links the recipient clicked. A simple email newsletter is an easy marketing tool that may help you decide who to call first if your SOI list is sizable. (And, Ill give you the real estate email templates, too.). Phone: 205-263-9600 They better like it, or you're going to get blocked! And then you reached out via Facebook. You at least need to take the time and make real estate letters personal. Very nice. This is one of the easiest ways that you can dramatically expand your sphere of influence. For example; Friend, Family, Acquaintance, etc. Your way of handling the award was so tasteful. If so, just be a little more intentional whenever you log on. Whether its a client you havent seen in 10 years, or a family member you wake up with every morning, the core idea behind the term sphere of influence is that, by simply knowing them, you have the ability to impact them in some way. If you dont have a drip campaign set up yet, dont worry. 5 ways real estate agents can build their sphere of influence with social media | Paradym A real estate agent's sphere of influence is one of their most important assets. Since some agents have been in the biz for awhile, maybe we can call it "A Prospecting Letter." Jason and his team take a letter of the alphabet each week and call the SOI contacts accordingly. For many, leads are drying up a bit, so you may be feeling a little stuck. The next question what do you say to them? You may get another referral in the future, growing your sphere of influence. That is why social media is helpful. You can collect those business cards virtually if you want them. D. Verye good information here for all. Is there anything I can do for you?. One type of ad that has been shown to be very effective is a messenger ad. Offer something of value. Here is how to create an audience. Icenhower Coaching & Consulting not only provides free content and training videos, but also offers a range of books, premium digital products, and online courses. Once you get to know them a little better, you can break it down even more into Buyer and Seller Prospects. Put yourself in your contacts shoes. Pro Tip for Snapchat: Due to the private nature of Snapchat, this ones best for agents who already use and love the platform. Assuming youve already let your sphere know youre in the real estate game, heres a quick, friendly template to help get them on your email list. Holiday cards are a classic way to stay in touch throughout the year. But truly great SOI and referral marketing isnt about selling.. With this simple strategy, and no more than 279 contacts, the listings started flowing in. A great strategy is to provide opportunities for your contacts to opt-in on their own, just like you would on your website. What are the biggest (non-monetary) challenges and rewards? Pro Tip for TikTok: This is a fun one. Here are the four core lead sources that top real estate agents are using in 2023: Watch The Video On Youtube, Read More The Four Core Lead Sources Top Real Estate Agents Are Using In 2023Continue, Email marketing has completely transformed the way I do business as a real estate agent. Then, make sure you invite people to hang out with you for your charge. It's good to hear how to get it done right. Dear (Name), How are you? Today we are going to cover some quick tips and scripts for Realtors reaching out to your sphere of influence database. And thats an uncomfortable idea for many of us. I mailed them a postcard because I was afraid to pick up the phone and call them. All you need to do is say, Hey! on ActiveRain. These are people that know you, and just because of that, you have some influence on them. Its time to look inward to your database. I agree that everyone loves to work with a winner, and this letter goes one step beyond by thanking them for their part in your success. Just never, ever assume. You can buy Brian Icenhowers best-selling book on, contact your SOI members 100 times a year. I especially liked your photos of the latest outing you had at Russian River. If you havent seen Danielles hacks for following up with stale leads in under 10 min., you NEED to check these out.). (Dont get us wrong, we LOVE the MREA, but it was published in 2004 Facebook was just a baby back then! You now have a friend in real estate someone you can call with questions who wont begin bombarding you with marketing messages. which can start up a whole bunch of conversations so that's definitely something to consider Brenda - thank you so much! Still not sure how to write it? People in your sphere include your friends, family, former clients, and their second-order contacts. Knowing what to say as a new agent is never easy, but your letter is perfect introduction! Here's a sample: Dear (friend, client from a former business, former boss, etc.) Just pick up the phone. Well done ! They better like it, or youre going to get blocked! A Simple Definition to Get You Started. Good news! I think I would prefer that over an e-mail. (True Story)Order Your Here! Watch the video now. emails to my SOI.. just can't do it. You may be under the impression that phone calls are an annoyance. Instead, you should spend your time visiting with several people in a one-on-one manner. Here's a real estate business letter template that you can download and use. The rags-to-riches real estate mogul emigrated to the US in 1986, knowing literally no one and went on to become one of Americas top agents and the king of real estate referrals. And they are provided free through your Multiple Listing Service (MLS). I'm so not into the self praise thing but see so many excellent examples of how to do it right. You start out your messaging with lets stay in touch and just checking in on you and going forward you bring value. 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. If you choose to implement AI, you may need to upgrade a pay a small fee through your CRM. In light of all the economic fallout from the COVID-19 crisis, everyone has thought about their finances and is concerned to some extent. 6. 2. In todays market, there are many different lead sources you can use to grow your business. I didnt know if theyd know who I was. But you do need to step up and own your role as a Realtor which also happens to be the best possible thing you can do for your real estate business. 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. There are so many things to consider, from finding the right properties to invest in, to building a strong team and marketing your services. Check out these 5 practical tips for growing your sphere with social media. You can do this by adding value coming from contribution and giving them something they want. Love it Jennifer. I love your program, Jennifer. Before I started using email marketing, my business was struggling. Pre-written real estate letters that save you time and money - and keep you in touch with your prospects. Jennifer - I really needed to read this!! This is the foundation of reviving your database and re-engaging your people. Script #1 - Recent Clients & Professional Connections, I hope all is well! You have family, friends, old schoolmates, previous business associates, soccer buddies, and more. Their new listing or recent sale? 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. 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. In addition, it might backfire and cause them to never call on you. If youre a new real estate agent, your broker or manager has probably told you to contact your sphere of influence and let them know that youre now an agent. 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. Eliminate those distressing gaps in income - stay in front of prospects and assure a steady income stream by using professionally written real estate letters. Dont hesitate to put this to work for you.