I've been writing for a few years now on tips, techniques and strategies to build and maintain a strong sphere of influence business model. 
- Marketing to Your SOI? Don't You Dare!
- The Seduction of Your SOI: How Trying to Get Business is Kinda Like Trying to Get... uh...
- Rely on my SOI? I don't know anyone who wants to buy or sell!
But y'know what the all-time most powerful way to run a successful business based on the personal relationships in your life is?
Do a hell of a job for your clients.
Go above and beyond every chance you get. Don't ask what your client can do for you, ask what you can do for your client. DO that open house, even if you don't want to. Attend your buyer's inspection even if inspections bore you to tears. Call your seller every single week, even if you have nothing much to report. Cheerfully take your buyer back to the house for the 3rd time so he can measure the windows before writing an offer. Follow up with your buyer a few days after closing to see if any problems arose during move-in that you can help with.
And then, stay in touch with them on a personal basis forever and ever.
Did you notice that there's nothing in the above paragraph about buying them a fabulous closing gift or putting them on a canned drip campaign? Nothing about mailing them recipe cards or pestering them for the names of three friends you could contact with your sales pitch?
Nope. Gifts and drips won't change anyone's opinion of whether or not you are refer-worthy. If you did a lousy job for your client, but buy them a Rolex at closing, you just threw your money away on the watch. Following up with consistent sales pitches will only alienate someone who could otherwise be a huge source of business for you.
Especially if you're in your first year, please take this advice to heart. If you go all out for the clients you have today, they will enthusiastically support your business for years to come. After 3-4 years, if you've done a reasonably good job staying in touch, your phone will start to ring without any effort on your part.
It's a beautiful way to make a living.
Great post and I hope you do the tele seminars again they were very helpful
I so love your posts. Sell with a passion for the good of your clients will gain you praise and residual business. I try to over service my clients!
I agree totaly. Great post and good luck with the book.
Jennifer: I agree with what you are saying 100% about doing a great job for your clients. And keeping that relationship going is critical. If you don't, you may lose business to their niece who just became an agent, or their son's fiancee. Who knows? Staying in touch is crtical after a job well done!
Jennnifer -- Consider me a fan. Im with you all the way. Love the pic at the top of the post, too!
Charlie - stay tuned - more coming!
Laura - it's much more fun to be a great real estate agent than an average one, doncha' think?
ARS - Thank you!
Chris - It's such a shame to knock yourself out serving a client and then let them forget about you...
Clint - You made my day!
I can always depend on great information from you Jennifer. Building good raport with clients as the transaction goes along will always be a staple in my business. Is there another way?<sarcasm>
Great Advice. Any tips on how to keep in touch with clients you met at an open house, showed them a few houses. I found them their dream home, but we don't have a lot in commen.
I agree Jennifer. Excellent service and caring about the customer PLUS staying in touch makes all the difference in the world.
Jennifer, As always, you inspire me to do better. I often wondered if I shouldn't be sending cards and stuff, to keep me in their heads, but I learned from you long ago that the best thing is just a simple phone call or email to say hi. Thanks again for the friendly reminder.
Bob - trust your gut... it won't let you down, I promise.
Gary - Such a basic concept, but it works!!!
Becky - I don't get too worked up about Open House visitors. IF we have rapport (if we don't, I don't even bother), I'll follow up once and try to (very casually) get a face2face appt. If they resist, I forget about them. May not be the right approach, but after 12 years of doing this, I've decided that I'm not going to chase someone who doesn't want to be caught. Often, they will contact ME a week or two later, which is always cool!
Jennifer, It seems I've been in the business that "magic number" of years where a lot of people I had as clients in the first year or two are starting to sell/buy or just starting to send me business. I love it! It's so easy!
Build your client base by being fabulous, and you'll create a self-sustaining steady stream of business. I have to say that 98% of my clients love me to death when they walk away from the settlement table. 1) It's a great feeling, 2) I know that I've cemented business for a long time by building that relationship.
Jennifer, I love reading your post. I will be ordering your book shortly.
Jennifer, you could have summed this post up in two of your phrases.
"1.Do a hexx of a job for your clients."
"2. And then, stay in touch with them on a personal basis forever and ever."
I think if you do these things a strong referral business and strong SOI business are bound to happen
Morning Jennifer,
I would like to agree with all those that commented before me, however, I am concerned that you will get the notion that you are now P E R F E C T ! Would we want that? Nothing left to strive for? Oh, I dont know what to do or what to type for my comment! ........ Thinking and thinking.....
What the heck, gosh you are talented! Thanks for the post. You are right on in my book!!
Gotta luv ya!
Hal - Oh, every once in a while I start to think I'm perfect, but it passes quickly when I'm reminded otherwise!
Stephen - Yeah, I could have done it that way, but then I wouldn't have gotten any points ;-}
Dave - I hope you enjoy reading it as much as I enjoyed writing it!
Heather - Once it kicks in, it's a beautiful thing to see. MUCH easier than prospecting, prospecting, prospecting, eh?
Jennifer, good point! (Should I write more so I can get mine?)
great post. I have learned to stay in touch and be there for those questions. I will be interested in your book as well. good luck with it.
So freakin' true........!!!
Great post.
How true this is.....great service and personal attention go much further than a fancy closing gift and has far more value.
Lead generation is the fuel for the engine and Sphere of Influence is a key ingredient in the fuel.