How REALTORS Can Stop Chasing Leads (And Make Them Chase You Instead)

Almost every week I have a new agent come to me and say, “Hey, I want to tackle a new area of the market.” Maybe it’s for sale by owner, maybe it’s expired listings, maybe it’s farming— all very valid areas to market to.

But my first question is always, “Let’s talk about your sphere of influence first. Tell me about that.”

A lot of times they’ll say, “Well, I don’t really have a good number on that.” That’s how I know they’re not really dialed in on their sphere. I’ll ask, “How many people are in your sphere?” And they’ll say, “It’s like 100… it’s like 200.”

They can’t tell me a specific number because they’re not actually in control of their business.

So the number one thing we have to do—before we chase rabbits, before we look for other business, before we search for something else—is get our sphere of influence dialed in.

Why? Because 70–80% of your business is going to come from this source. We have no business spending time, resources, money, and energy elsewhere when we haven’t fixed the oil well in our own backyard.

So what’s the first thing we need to do?

Step one: get your database organized and put it into some form of a CRM. That could be as simple as Outlook contacts, which is free, or another system that’s almost free. It doesn’t have to be a super complicated CRM. If it is, great—but remember, a CRM is just a tool.

There are a lot of bells and whistles, but at the end of the day it’s just a way to organize names, emails, addresses, and phone numbers. That’s it. Don’t overcomplicate it.

Second, we need to create a contact schedule and ask: how many times do I need to contact my database over the next 12 months to stay top of mind?

The answer is 20 to 50 times.

We can hit 24 touches really easily.

Here’s how:

Number one: low value, but high volume. That’s an email newsletter. Then add a postcard that goes out to everyone in your sphere once a month.

So you’re doing two things monthly: 12 newsletters and 12 postcards. That’s 24 touches.

But that’s not enough—we have to personalize it.

How do we do that? By adding phone calls, texts, video texts, and personalized emails. We’re personally touching people. Maybe we’re doing client events.

And then the biggest thing we need to do: networking.

That’s where we identify the people most likely to send us referrals—market influencers, business owners, salespeople, entrepreneurs, past clients, and people who’ve referred us business before.

You want to invite these people to breakfast, lunch, dinner, and drinks. Treat them like what they are: VIPs in your business.

If we ramp this up and start doing two, three, four meetings a week like this, our business will absolutely skyrocket. We won’t have to chase other business if we refocus on this business.

That doesn’t mean that once this is set up and running effectively and consistently, we can’t add another prospecting pillar. In fact, I recommend it—but you have no business doing that until you’ve fixed your database first.

Guys, if you want more ideas, more strategies, or coaching, check out The Path Performance Coaching. It’s designed to help you take your business to the next level.

The first month is only a dollar, so there’s very little risk and a lot of reward.

=> Sign up for The Path for only $1 here

Hope to see you there soon. Have a great day, and good selling.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

Visit https://www.erealestatecoach2.com/explorecoaching to learn more.