In an insightful episode of the Whissel Way Podcast, hosts Bryan Koci and guest Mike Proctor, a distinguished real estate agent at Whissel Realty Group, delved into the art of utilizing one's sphere of influence in real estate. This article, inspired by their conversation, aims to guide real estate agents on harnessing their personal networks effectively.

Understanding the Sphere of Influence in Real Estate

The concept of the sphere of influence in real estate is about leveraging personal connections - friends, family, acquaintances - for business growth. However, it's not about being pushy or salesy. Instead, it's about being a helpful, knowledgeable presence in the lives of those you know.

Strategy 1: Engaging Your Network

Proctor emphasizes starting conversations focused on the other person. This approach involves reaching out to contacts, showing genuine interest in their lives, and avoiding making every interaction about real estate. It's about building relationships, not just broadcasting your business.

Tips for Effective Engagement:

• Segment your contacts and reach out to a small group daily.

• Reference past interactions or posts to show genuine interest.

• Avoid being the 'commercial' in their life; be a friend first.

Strategy 2: Focusing on the 5Ds

The 5Ds - Divorce, Diploma, Death, Disease, Deployment - are life events that often necessitate real estate decisions. Proctor advises paying attention to these events in your network's life and offering support and guidance.

How to Approach the 5Ds:

• Offer genuine support during these life events.

• Be a resource and help alleviate stress, not add to it.

• Stay consistently engaged, so your outreach during these times doesn't feel opportunistic.

Strategy 3: Intentionality in Social Media

Using social media strategically is crucial. It's about more than scrolling through feeds; it's about targeted, meaningful interactions.

Leveraging Social Media Effectively:

• Use social media as a tool for intentional prospecting.

• Engage with posts and send personalized messages.

• Balance business and personal interactions to avoid being overly promotional.

Strategy 4: From Social Media to Real Life

The ultimate goal is to take online interactions into the real world. Invite contacts to events, meet for coffee, and nurture these relationships beyond the digital realm.

Bridging the Online-Offline Gap:

• Use real estate events to invite contacts for face-to-face interactions.

• Provide value in these meetings, like offering free family photos at a company event.

• Use this as an opportunity to gently remind them of your real estate expertise.

Best Practices for Sphere Engagement

1. Consistent Communication: Regularly check in with your network, not just when you need something.

2. Be a Resource: Always look for ways to help, advise, or support your contacts.

3. Genuine Interest: Show that you care about them as people, not just as potential clients.

4. Data Ownership: Ensure you have contact information beyond social media platforms to safeguard against platform changes or closures.

Conclusion

Engaging your sphere of influence in real estate is about building genuine, helpful relationships. It's not about the hard sell; it's about being a trusted resource and friend. By following these strategies, real estate agents can cultivate a network that not only trusts them but also thinks of them first when real estate needs arise.

Want more like this? Check out our website with tools that will help you grow your business.