When I first started in real estate, my broker told me that one place I should start was sphere of influence marketing.
If you are unfamiliar the term, sphere of influence refers to people that you know from some kind of social setting. They could be friends, family, past colleagues, church groups, social groups, etc.
The logic and the thought process is that these people know you, like you, and genuinely want you to succeed.
While that makes sense at a logical level, my experience was completely different.
Even though these people did want to see me succeed, it didn’t mean that they thought of me as a real estate professional, nor did they want to use my services.
See, they still thought of me as their friend, family member, or whatever that relationship was. They didn’t think of me as Kevin the real estate professional.
Until that mental shift occurs, they will not do business with you in any form. That is the challenge with sphere of influence marketing.
The other major issue was the direct solicitation. When I directly asked them if they had thought about buying or selling, I directly asked them for business. The bottom line was this:
They hated it! I quickly became an outcast because they would avoid me when I would see them. They didn’t want to talk to me when I called.
It ruined the relationship.
So, how do you market to these valuable relationships when it is socially unacceptable to solicit them? That is exactly the purpose of this podcast episode.
Take a listen to this powerful strategy!
During this podcast episode you will learn:
During this episode, I mentioned how important it is to have a targeted or niche market for the purposes of marketing. I referred people to episode one of the podcast which covers this in detail. You can access that episode here.