Real estate agents should identify their top 50 contacts, track them in a CRM, and meet with each one every 90 days. Use the phrase "I need your help" to ask for referrals. Consistent outreach to your sphere generates more business than waiting for leads to come to you.
Let me. I wanted to share one quick thing just to get us warmed up. This little warm up thought. My warm up thought today is on sphere of influence. Sphere of influence. Your network or your buyer agents. Right. Their network. One thing that we've done that's been very intentional about cultivating a higher percentage of business around our soi because, right. As team leaders and as business owners, we're providing this amazing value, right? The structure and the training and the technology and the platform and the coaching and all of that and the leads. Right. But we want to make sure there's the right balance between company generated business and business that is generated from our agents. And striking that right balance is critical. You don't want to tip the seesaw too far in one direction either way, right. For obvious reasons. But more often than not I have coaching calls and I'm sure, Stacy, you experience the same thing. It's like, well, hey, the team is so dependent on just team leads or the team needs to generate more leads. So something we've done that's very tactical and specific is when you're working with your buyer agents or in your business and you're evaluating an individual's soi, their sphere of influence. Instead of just taking everybody in their world that they've ever touched. What we've done is we've targeted, we've had a more targeted list and we've created a top 1550 SOI and we have agents take those top 50 and actually enter it in to our CRM platform. In our case, it's boomtown and we'll put it under pending. I think we put it under pending is where we put it. And that's where we house that top 50 people. And that's a category of people that we deem those are people that want us to win. There's somebody. I've heard Stacy say this before. Stacy, I thought this was good. I remember this. If you ran into them in the grocery store, you would want to take your buggy run right into them. Like you'd be thumbs up on that because they want you to win. And when you're having that, go for no conversation with someone that likes you. Right. That you've got relationship with through sports or kids activities, school, whatever, there is going to be business that will flow out of that. But again, it's the key word is intentionality. And it's so as team leaders, it's our leadership and leading our team to stay in constant contact and constant communication with, with that top 50. And when it's in the CRM when it's in the boomtown or Commissions Inc. And we can track that and we can see our activity around our top 50, that drives behavior. Because what happens is that when we have the second or third or fourth meeting or the second or third or fourth phone call or social media exchange and we're asking that same question like, hey, again, I'm building my business. I need your help. That's a great word track. I need your help. I'm working hard to build my business. Do you know anybody that's buying or selling right now? And it's not always the first time, but it's the second or third time that that comes out. People want to help. And when you use that phrase and that word, tracking around, can you help me if I say that to you guys right now? Hey, can you help me with something first? Your natural reaction is to say, yes, I want to help. And so that's a specific word track that you can lead and coach to your agents to use. Can you help me? And the consistency of those, what I call coffee meetings, like once every 90 days, to be specific, to have a coffee meeting with SOI or to be having a very meaningful phone conversation. And if we do that consistently and we go for no with that group of people, we will see a greater fruit and we will see more business come out of our soi. Alright, so that's it on that. I'm not going to belabor it because I want to get to questions. Stacy, anything you want to add in the SOI world that you from your experience?
No, I mean, I think you covered it perfectly. That is the key. Helping the agents sort of dial down into like 50 people that you really, really can nurture. And that helps take it from oh my soi is 300 to who am I really going to concentrate on? Nope, you nailed it perfectly.
Yeah, good.
