One of the best ways to generate new business, consistent business and repeat business is staying top-of-mind with your sphere of influence (SOI). These are the people who know you, trust you and can vouch for your work ethic and abilities to get things done.
Your sphere is highly valuable to the growth of your career. It’s human nature to build relationships, and it’s highly rewarding when you are a connector of people making a positive contribution in someone’s life.
Here are five ways to stay top-of-mind with your SOI year round and ultimately their go-to real estate agent.
Monthly local events
Notifying your sphere of local events taking place keeps them in the know, and it keeps you on their minds. Whether it be a restaurant grand opening, sporting event or happy hour, keep them in the mix with what’s going on in the community.
Before you know it, they’ll start looking out for your newsletter to see what’s coming up.
Automate this through your CRM by setting the event notifications the month before they take place. Changes can be made on the fly, but they’ll ultimately be set to go out on a scheduled time.
Quarterly neighborhood recap
Four times a year, provide your farm area a breakdown of the previous quarter’s activity. This not only shows that you are knowledgeable about the market, but it also provides homeowners information on what’s taking place and who to potentially reach out to with additional questions.
Simply highlighting the number of homes with activity in the past quarter and listing price versus sales price and average days on market are key succinct bullet points neighbors will appreciate.
Home purchase anniversary
As one of the biggest financial commitments most people make, it’s a special day that should be remembered!
The anniversary of a home purchase could be the perfect excuse to celebrate past clients. Give them a call to see how they’ve settled in, ask how the holidays were, and offer an annual review.
Listed/sold postcards
This is an excellent way for past clients to know that you are still crushing it. Anytime you have a new listing or sale, a postcard should go out to your sphere.
Keeping them in the loop with your business allows them to become a part of your world. Real estate, in general, is an interesting topic, and these postcards make for great talking points.
Home improvement tips
As residential real estate professionals, we tour new construction and re-sale more than the average consumer, which gives us knowledge and insights about popular design.
Sharing what’s trending via newsletters, social media, video or a number of different ways gives you a creative moment to send to your sphere. It may also pay off when a seller needs guidance on preparing his or her home for the market.
As some of the warmest leads, your sphere of influence can become your main source of business. Customers work with those they know and trust as real estate is a relationship business.
By keeping yourself top-of-mind with your sphere throughout the year, you’ll have positioned yourself to be their top contact when it’s time to make a move.
Anthony West is a real estate agent, the founder of The Luxury Life KC at Moffitt Realty, and an entrepreneur in Kansas City.
