Building a Sphere of Influence
One point Gary Keller drives home in his book The Millionaire Real Estate Agent is that the most valuable part of your business is your database of clients and prospects. As a marketing company that helps clients grow their businesses, the questions we often hear from clients who are starting out is ‘How do I create a database?' followed by 'Who should be in it?’
Start by letting your friends and family know you are beginning your new career, and tell them that if they ever need assistance you are there to help. Next, determine an area to farm new business. Your best bet is to find somewhere you are already known, but where people may not realize what you do for a living. Once you have chosen an area, start executing a marketing plan that will keep you top-of-mind with your prospective clients. Two of our previous blog posts explaining different methods to do this:
It is important to provide useful information to your potential clients on a regular basis. This allows you to showcase your knowledge with them, and over time your prospects will look to you for answers to questions they have about your business. The goal is to build trust with your prospects. If you are consistently providing value, your prospects will reach out to you when they are looking to list their home.