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

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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.


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