3 Simple Step Centers of Influence, Past Client System and Scripts

Real Estate Training & Coaching School

Business, Careers

4.7 • 669 Ratings

🗓️ 8 June 2021

⏱️ 35 minutes

🔗️ Recording | iTunes | RSS

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Summary

Fact #1: Inventory is at the lowest in recorded history. Listings are GOLD. Fact #2: It's highly likely your buyers will have to write multiple contracts before they win, IF they win. Working with buyers is physical labor; working with listings is mental labor. Fact #3: The market is so tight that would-be buyers are doorknocking neighborhoods THEMSELVES, looking for someone to sell to them. Commitment #1: Commit to making contact with 100% of your Past Clients and Centers of Influence in the next 90 days or less, then lather, rinse, repeat. Commitment #2: Commit to EXPANDING your Centers of Influence 'on purpose', simultaneously. 10% of your database will refer business to you or do business with you yearly, assuming you are actually in contact with them regularly. 10% of 100 is 10, 10% of 300 is 30. How big is your list? How often do you make contact? A contact is a conversation with a decision making adult about real estate. 3 categories to expand your Center of Influence: A) Clubs and meetups doing things you like to do anyway. Sports, arts, etc. B) Business Networks like BNI, Chamber of Commerce, Architectural Review committee, your HOA, Entrepreneurs clubs, Investor clubs, etc. C) Charitable events, Philanthropy. Commitment #3: Actually attend at least 2 meetings or events every week, using the FORD memory jogger (family/occupation/recreation/dreams) to meet new people and add them to your database. TALK about Real Estate. Don't be a secret agent. BE the one they already know when they're ready to transact or refer friends to you. Schedule A Free Coaching Call Listen on iTunes Listen on Spotify Listen on Stitcher

Transcript

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0:00.0	Welcome to Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors, Tim and Julie Harris.
0:09.5	This is the number one daily radio show for realtors looking for a no-b-sauthentic, real-time coaching experience.
0:17.0	What's really working in today's market, how to generate more leads, make more money,
0:22.1	and have more time for what you love in your life. And now your host, Tim and Julie Harris.
0:34.1	Three, two, one, and we're back. It is June the 8th. And today we're talking about something that all of you need to be paying very close attention to, which is Centers of Influence and Past Clients.
0:43.9	And this was inspired by a lot of feedback from our coaches.
0:48.3	We have, I don't know, hundreds of agents joining our coaching program every month.
0:52.3	And we're getting feedback from our different
0:54.6	coaches about some of the things that they want us to be focusing on in the podcast.
0:58.8	It's interesting that in mass, oftentimes people have the same challenges, right?
1:03.7	People often, agents will sometimes just, it's strange, but will have a big wave of people
1:09.2	that have joined the coaching program that, for example, have never learned about how to properly work their centers of influence and past clients.
1:15.4	And that seems to be the case now.
1:17.1	And this is especially true for those of you who have been in the business a long time, who have essentially been addicted to buying your business and have been addicted to digitally marketing to your centers of influence and past clients and not actually doing the real work of real estate, which is picking up the phone and having
1:30.8	real conversations with them. So we're going to be focusing on some ideas for you and some
1:35.1	specific drilled down no BS fluff free plans with regards to you working your centers
1:39.7	of influence and past clients. Julie? Yes. So I would agree with you. It's the people that are
1:43.8	addicted to digitally marketing and doing some of the more passive things, kind of delegating it over to
1:49.9	technology. But this is also something that I've noticed amongst our crowd of actual, you know,
1:56.2	serious prospectors that are used to more expired. And so a couple of shifts are going on. We're having
2:01.9	them realize that this is the rise of the for sale by owner. There are a lot of a lot more for sale
2:06.5	by owners right now. And to be really closely watching those, especially the ones that make it
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