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I find that many of my clients avoid marketing when it comes to their sphere of influence. Yet statistics show that your sphere of influence can be the greatest source of referrals. Let’s look at how you can dig in and get the “gold.”
Tip 1: Define and Rate your Sphere of Influence
When is the last time that you took a good look at your contact list? What is the total? What are the categories in that group? Do you have past clients, friends, acquaintances, people you hardly know? Before you do anything else go into your data base and group your sphere of influence in categories.
RISMEDIA, July 21, 2011—Some 15 years ago, I read the book Control Your Own Destiny or Someone Else Will, a showcase of Jack Welch’s leadership and turnaround of GE. Like him or not, the book is full of anecdotes, leadership philosophy and application-level stories from one of the most reputable business leaders of our time. Today, that book holds a lot of significance: where we are as an industry and the delicate tipping point between the past and the future. This quote from the book is incredibly relevant: “If change is happening on the outside faster than on the inside the end is in sight.”
RISMEDIA, July 20, 2011—(EMC)—There is no doubt that you see QR codes everywhere these days—in ads, magazines, posters, etc. They offer exciting opportunities for delivering information quickly to people that are mobile. They also provide a quick and easy way to do more with a single marketing channel.
But before jumping in, it’s important to consider this: QR codes are no different than other direct marketing tools in that you must build a strategy, tactics and plan for testing, tracking and measuring results. Start with a strategy that answers the question, “What do I want to accomplish and how do I get there?”
RISMEDIA, July 20, 2011— Google AdWords is the dominating pay-per-click search engine on the Internet today. However, according to ROI Advisors, Inc., a Certified Google Partner Company, an advertiser who pays more doesn't necessarily have
I can think of no other profession that's as closely associated with the term rejection as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook—it comes with the territory. In fact, frequently the first two orders many new sales reps receive are "get out and stay out!"
RISMEDIA, July 19, 2011— Pre-planning a video involves lots of factors, but one that’s often overlooked is the lighting. And that’s especially important, as many camcorders struggle to produce a good picture under low light. A few common sense tips can help
RISMEDIA, July 18, 2011—Today’s
real estate market requires an agent that continues to deliver the traditional customer service that brought them success during the boom years, while implementing new technologies and marketing strategies to stand out from the crowd. And with consumers acting more independently in the home-buying process than ever before, agents who understand and explain the value of buyer representation can not only save themselves time and money, but they can set the standard for future business as well.
RISMEDIA, July 18, 2011—The National Association of REALTORS® (NAR)'s recent report shows that a typical REALTOR® had eight transactions in 2010. It is no secret that every real estate professional can use more business. Can foreclosures
RISMEDIA, July 18, 2011—The rules of search results are constantly changing—a testament to a highly dynamic industry, where there seems to be never-ending volatility in how search results are determined. Ken Wisnefski, founder and CEO of WebiMax, a high ranking SEO firm in the United States and Australia, announces how Social Media can be changing your search results.
RISMEDIA, July 16, 2011—Wouldn't it be great to always be motivated to market your business? Imagine for a moment what it would feel like to know that you could instantly change your mindset to something positive and productive.
In my 15+ years of coaching real estate agents to double and triple their incomes, I have found these tips to be most helpful:
RISMEDIA, July 16, 2011—Want a nickel for every time you’ve heard something like that? You put yourself out to offer critical, informative, well-designed, and well-presented training to either keep your agents productive or licensed, and can get only half
RISMEDIA, July 15, 2011—If you’re like most real estate professionals that I coach, you have asked yourself this question, “Do I have what it takes to succeed?” either on a conscious level or a subconscious level.
Chances are you do have everything that it takes to succeed. And what I mean by that is that most likely you do have the knowledge and the experience and the expertise that would make you successful. However, you probably also have some doubts and self limiting beliefs.
RISMEDIA, July 15, 2011—Driving traffic to your website is key for generating homebuyer and seller leads, but one major component of most real estate websites is often overlooked. Companies spend thousands each year driving more and more traffic
RISMEDIA, July 14, 2011—One of the most critical, yet overlooked principles in the selling process, is the power of self-discovery through customer involvement. Regrettably, many salespeople use a "show and tell" presentation style and babble on hoping they might say something that will generate a sale. When you show or tell your prospect about your product or service they have a tendency to doubt the information and mentally disengage from your presentation. On the other hand, when they participate in the selling process and are guided to discover a feature or benefit on their own, they will be inclined to believe it.
It’s not just the grappling housing market that has troubled our industry over the past few years. Threats on the online technology side have put smaller real estate companies in an odd position when third-party providers
