Sphere of Influence & The Core of Trust
 

Your SPHERE OF INFLUENCE is comprised not only of friends, family, acquaintances and past clients… but of all people you meet in Real Estate. 

Whether you meet these people at Open Houses, in your Farm, as FSBO’s & Expireds, or cold contacts (you don’t know yet), they enter your Sphere of Influence once they meet two criteria:

1)  They know who you are.

2)  They know you sell Real Estate.
 

Yet the goal of prospecting is not only to introduce people into our Sphere of Influence, but to cultivate people into our CORE OF TRUST.

Being part of Core of Trust means that these individuals are willing to give you their BUSINESS and REFERRALS.
 

 

Contacting your Sphere for Referrals

 

Remember that 90% of the people in our Sphere sincerely want to give you referrals, but that only 5% will seek out opportunities to do so.

 

It seems so clear that if we want referrals, all we have to do is ask.

 

Step One : CALL THEM!

(Here are some common introductions)
 

Hi John, this is ________…

 

... I was calling to check and see if you received my announcement card?
 

... I was calling because, I haven’t sold a house yet this week and I wanted to know…
 

... I have just a couple of minutes before my next appt and I wanted to ask you something.
 

... I was calling for business reasons today.
 
... I was calling to tell you about our Play House Give Away ....
 

Step Two: Ask Them For Help
Three very simple, yet POWERFUL questions to help you begin to establish a permission based referral relationship.
   
Question 1  
 

The Foundation.

"Do you feel comfortable recommending me to people you know that may be thinking of making a move?"

             
   
Question 2  
 

Who Do You Know?

"Of all the people you know, who would you say is the next that is going to make a move?"
   
Question 3  
 

Permission Marketing

"Do you mind if I check back in a couple months and see if anything changes?
     
 

Step Three : Close the conversation by reinforcing: How to Give you Referrals.
 

"_______" (< their name) "Chances are this year you’re going to come across two or three people that want to make a move… Maybe a Friend, Family Member or Co-Worker.  When you talk to these people, instead of giving them my name and number,  Ask them if it’s OK if I contact them.  And then I would appreciate it if you would call me and give me their name and number.  This way they don’t have to call someone they don’t know.

Could you do that for me?
 
Step Four: Follow Up with a Personal Note !
It only takes a moment, yet the effort is well worth the return.  The person receiving the personal note will instantly recall the initial conversation.   Click Here for some ideas on personal notes.
 
Step Five: Update Your Contact Manager / Tickler File !
What ever your follow up system, it's vitally important that you update it.  And MORE importantly that you follow through with the return calls.

Old-Fashioned Contact In A New-Fangled World