How to Build Your Sphere of Influence & Become A 7-Figure REALTOR (The “1,000 True Fans” Strategy)

Hey guys, you may not have heard of Kevin Kelly, but he was the editor at Wired magazine, and he wrote a really interesting article several years ago about having a thousand true fans.

So if you imagine yourself as an artist, maybe a songwriter, singer, someone who paints, a writer, his point of the article is that if you had a thousand true fans — a thousand people who really believed in you and bought everything you produced — you can make a really good living as an artist.

So does this apply to us as REALTORS? The answer is absolutely, positively it does.

Because if you have a thousand people in your sphere of influence, you can absolutely have an incredible income if you’re applying the strategies around managing that sphere of influence that are really critical.

And here’s the strategies you need to embrace: you need to be touching this database 20 to 50 times a year. You also need to have it organized in a CRM system, a client relationship management system of some kind.

When we talk about the 20 to 50 touches a year, that can sound really overwhelming, but let me break it down for you.

Some simple things.

Number one, of course, we might want to apply what I call the 5 by 5 strategy, meaning I’m going to reach out to have conversations with five different clients every single day.

And I’m going to do that every working day of the year.

So every working day — that’s 220 working days — if I’m talking to five people, that’s well over a thousand conversations I’m having.

So just by doing that alone, I would touch a thousand.

But of course I’m going to mix it up.

I might use different conversational styles, so I might say I’m going to talk to somebody by phone, maybe by text one day, maybe by personalized email one day, maybe through a social media touch another day.

But I’m going to be touching everybody multiple times a year, because that’s what it takes to really break through.

On average, the average American is seeing 10,000 advertising messages every single day.

So let’s assume we have five live contacts, then we back it up with an email newsletter — so we’re touching them with that 12 times a year.

Maybe we’re sending a piece of physical mail — they’re getting maybe a postcard or a letter from us every month. That’s another 12 touches.

That’s 24 touches. Now we’ve got 12 and 12.

Then we’re backing it up with phone calls, text, social media touches, and then we’re doing a client event a couple of times a year where we’re seeing even more people.

There’s a lot of ways to touch these folks.

And when we do this intentionally and map it out over the course of a year, this is where we’re going to have breakthrough-level performance.

Because the stats are really, really clear: there’s a 10 to 1 ratio. For every ten people in your sphere, you should be averaging one closed sale.

But you’ve got to stay top of mind. You’ve got to be in that 20 to 50 times a year touch strategy.

And when you’re inside of that rhythm, this is where you really break through and have incredible performance.

And here’s where it starts: it starts with adding people to your sphere.

This is where people get caught up in, “I don’t know a thousand people, nor would I ever get to know a thousand people.”

You’re wrong.

The average American has 27 conversations a day. All you need to do is convert one of those conversations into somebody being added to your sphere.

So that could be as simple as saying, “Hey, would it be okay if I added you to a little group of people I send real estate information to?”

When you frame it that way, 90% of the time they’re going to say yes. That’s a statistical fact.

Now that person is in my database.

If I just do that once every day — one out of 27 conversations I’m having — I’m converting one.

Over the course of a working year, that’s 220 people added every year I’m in the industry.

Now I’m going to say some of you listening have been in the industry for 4 or 5 years and you haven’t been doing this.

But imagine if you had every year added 220 people to your database — over four years, boom, you’ve hit the number. You’ve hit a thousand.

For five years, you certainly have.

So it’s just about consistency. Little by little, inch by inch, you’re going to grow your business, you’re going to grow your productivity, and you’re going to crush it.

You guys want more ideas like this and strategies and tools?

=> Join The Path Performance Coaching here  

It’s only $1 for your first month, and then we’re going to help you really grow your business from there.

We give you three live coaching sessions every single week. We give you hundreds of leads and strategies, plus marketing assets and social media assets every single month.

Hope to see you over there soon.

Have a great day, and good selling.