Still not sure how to write it? 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. All you need to do is say, Hey! It's so great to get off on the right foot - this letter would do it. Youll see every single time they just as appreciative as everybody else you reach out to. Sending out a regular newsletter with helpful tips on how to make simple upgrades to the home, news from the local market, etc. Ill tell you the most effective way to reach out to your SOI is probably the least sexy way. Or, you can ask yourself, why would anyone in my SOI want to hire me as their Realtor? What Is a Sphere of Influence? Copy all of it into one Excel spreadsheet. This takes some time. How low interest rates are and what a great time to buy it is? Even a short handwritten card or personal email can go a long way in nurturing the relationship by simply letting them know how much you appreciate them, and that youre always there to help. You may have several lists of contacts lying around maybe you have an email newsletter list, a contact list in your phone, and your CRM database. Pro Tip: Star or highlight the people in your SOI who you know are the most influential ones. How do you write a client letter to your sphere of influence and past clients? As mentioned, these guys went from $0-$90 million in just 4 years and it all started with a simple plan for working their SOI. So whether youre curious about the selling price of a home down the street or simply wonder if prices are up or down in your neighborhood, just get in touch. It strikes up a conversation and they start chatting with you. Just make sure you ask for permission first (theres nothing more annoying than getting an email you dont remember signing up for, right?). and they're yours for free. But, consider this: Agents making more than $100,000 a year told the NAR that they got nearly one-third of their business from referrals from past clients. Your email address will not be published. Do you have something you could YAY-ME about to your sphere? So, Jennifer, um what's an example of doing it right? This helps you get rid of any old contact information that is either incorrect or no longer in use. If it helps you to have a framework, follow these easy-to-remember steps from Dr. Lee Davenport to help build rapport when you C-A-L-L someone in your sphere: Following these steps will help show you care while also subtly establishing you as a trusted real estate professional that your connections can count on. I think either way would be fine - whatever feels right to you. I mailed them a postcard because I was afraid to pick up the phone and call them. Michael Montgomery of Rev Real Estate School. Follow up with them after the 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. This is how you reconnect with your sphere of influence database. The idea behind the " Let's get acquainted" letters is to reach out to others who serve your prospective . Make sure you select something that shows just how well you know them. Even though this is a great tool for staying in touch with family members and friends, this is also an essential business tool that you have to use. These are people that know you, and just because of that, you have some influence on them. Here are a few authentic scripts for. It could even be that they are having some work done on their house and need some recommendations. Ive helped hundreds of real estate agents, team leaders, & brokers all over the country increase their sales, online presence, and create scalable systems. That is why it is important for you to pay close attention to your sphere of influence real estate agent. Pay Special Attention to Those Who Matter Most, 5. Your past clients may have questions about their equity, or are thinking about getting cash out of investment properties. Hi, its [AGENT NAME] with [REAL ESTATE COMPANY], I wanted to give you a heads up that Ive set you up on our new Neighborhood Update Tool and would love to hear your feedback on it. Check out our tips for advertising on LinkedIn! You make an impression and brand yourself into their head. 6. For most people, their home is their most valuable asset, and its also their biggest liability. Today Im going to tell you, no. There are so many ways for real estate agents to generate business. Thank you for using me as your realtor. And when he does, it feels like a natural segue, not an awkward script. When my first broker told me I needed to write letters to all the people in my sphere of influence, I didn't know what she was talking about. 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. I was having trouble generating leads and converting those leads into clients. 4. This field is for validation purposes and should be left unchanged. Dont do that. 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. They provide a great way to grow your SOI and stay in contact with your existing SOI members, as well. Thanks. But if you do it right? After youve sent a few value-packed emails, drop in and ask for that referral. Given that the vast majority of people in the younger generation are looking for a house to help themmake room for their pets, this is something that you may find yourself doing regularly. Then, make sure you invite people to hang out with you for your charge. As with all real estate letters, do NOT begin your message with the word "I." Instead, make it about the reader. But by any name, Listing E-Alerts are a powerful tool. They build their spheres of influence through charity and service rather than passing out business cards.. Look, we get it. You have family, friends, old schoolmates, previous business associates, soccer buddies, and more. Since some agents have been in the biz for awhile, maybe we can call it "A Prospecting Letter." Its time to look inward to your database. Heres how to do it, The BEST real estate postcards to generate seller leads: Part 1 home valuation approach, Powerful, easy touches for sphere of influence and past client Part 2 refrigerator clip, The TOP 7 low-cost ways to find seller leads with geographic farming, P143 The 4 BIGGEST drivers in getting listings in the cold market Part 1. However, we dont ever suggest that you use these lead generation tactics in lieu of reaching out to your SOI on a regular basis via a smart contact plan. 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. However, there is always something that feels special about holding something from your mailbox. There are helpful tools you can use to expand your social media influence. or other gift.. That way, they know that you appreciate the referral. Let us help you. It will cost anywhere from forty to fifty cents per postcard depending upon volume. I also have a feed on my site that gives them helpful real estate tips and tidbits that they can scroll through to their hearts content. In real estate, being active and engaged as a friend is being active and engaged as a business owner. Id love to share these tips, answer any questions, and even let them know which questions they should definitely be asking! ), Consistency + Engagement = Winning on Social, The 4-part SOI Marketing Plan Worth $30 Million in Business, The Real Estate Postcard Worth $2 Million, Past coworkers (even if your last job was waiting tables), Your friends (yes, even the high school pals you havent seen in 20 years), Your kids friends or their parents (depending on age). Brian Icenhower, Esq, BS, JD, CRB, CRS, GRI, ABR is a nationally recognized real estate trainer, speaker and coach. Icenhower Coaching & Consulting not only provides free content and training videos, but also offers a range of books, premium digital products, and online courses. You dont have to be a suited-and-booted business exec to have a great network. One of those things is the YAY-ME letter. The next question what do you say to them? I can see on social media that you are doing quite a bit of traveling and having a great time. 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. Its very simple. 240-408-4002 contact@homeactions.net (Were talking multiple millions in volume.). You arent a clone. Didja' See Me on the News (or in the paper)? I was just checking in with you to see how youre doing. By adding a signup link to your email signature, you can easily expand your list even when sending emails for other purposes. Image courtesy of sscreations at FreeDigitalPhotos.net, This post first appeared at https://copybymarte.com/your-first-real-estate-prospecting-letter/, Custom Web Copy.Agent Bios.E-mail Campaigns Community Pages.Postcards.Custom Prospecting Letters Articles.Blog Posts.Print Ads. I just want to check in with you and see how youre doing.. At its best, marketing to your SOI helps you establish yourself both online and offline as THE local realty expert. Either theyre using you or theyre referring someone to you. But if for some reason you decide that youd rather not receive these updates, you can unsubscribe yourself or just simply reply to an email and well discontinue it for you. Here's why: older homeowners respond very well to snail mail delivered by the good old USPS. And, if you have a friend or acquaintance in need of a real estate professional, Id appreciate the referral. We scoured the depths of YouTube to find the non-sleaziest referral scripts out there, and it was rough. Im so glad we got it and Im thrilled with the aggressive negotiation we achieved on that, saving you even more money., Ring your bell on that sale because you worked hard on it. All that I need from you is to verify that I have the correct home address and email address for you. Jennifer - I really needed to read this!! For example, you may want to host a simple summertime cookout. "It's an honor being nominated" - last year when I was among Inman's 100 Most Influential. It wont be like that for long. 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. Of course, if you do happen to be in need of an agent to help you purchase or sell a home, Id love to be that agent. Unfortunately, theres a lot of really bad advice out there on how to grow your SOI. Good news! For brand new agents a simple Excel spreadsheet will do the job.. If this has happened to you, you need to re-engage with those people. I'm a big fan of communicating with one's sphere of influence (SOI) via the written word - with the caveat that those written words are YOUR written words, not some words written by someone else who doesn't know you! Letter To Sphere of Influence Draft: Good news! Sample Influence Letter. However, Id love to hear what you think about it first. Holiday cards are a classic way to stay in touch throughout the year. Today Im going to teach you how to use your Listing E-Alert tools for maximum impact. Thats what marketing is supposed to do it helps sort out who is interested and who isnt. This way, youll be able to: I really think youll find this customer service tool useful since most of my clients already do. You may also want to include a gift card to the local coffee shop or other gift. She sent it individually to each of her 2010 clients, although I'm sure it could be tweaked to be sent to her entire SOI.
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