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Course Content
Welcome to Unit 1: Course Introduction: Selling to Your Sphere of Influence
Introduction & Objectives
Welcome to Selling to Your Sphere of Influence, a course developed on generating business and referrals from your current network. This approach to building your real estate business is based on nurturing relationships within your circle of friends, family, past clients, neighbors, and acquaintances. They can become your biggest cheerleaders and help you build a successful business, if you follow a few simple guidelines.
Objectives
Identify the benefits of providing exceptional customer service.
Recall how to approach prospects respectfully, thus improving the professionalism within the real estate industry.
Identify how to reduce time spent on prospecting, allowing a licensee to focus on serving clients.
Recall how to develop a repeatable and sustainable Sphere of Influence (SOI) business plan.
Identify how to ceate, organize, and maintain a contact database.
Identify the steps involved in an effective SOI marketing campaign.
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Lesson 1: An Orientation to Your Online Learning Environment
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Lesson 2: Your Selling to Your Sphere of Influence Course
Welcome to Unit 2: The Big Picture
Introduction & Objectives
Your sphere of influence is the lifeblood of your real estate business. Let's find out why.
Objectives
Define Sphere of Influence (SOI) and describe the basic SOI business model.
Identify the types of contacts in a Sphere of Influence recall how to identify one's SOI.
Recall why “marketing” to your SOI is not a good long-term business strategy.
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Lesson 1: A Brief Introduction to SOI
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What Is an SOI?
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A Better Definition
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Defining SOI
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Business Model Benefits
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Less Obvious Benefits
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What to Expect
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Lesson 3: Defining Your SOI
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Past Clients and Prospects
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Prospects and Everyone Else
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Relationships 101
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How Many People?
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Grouping Your List
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Group Two
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Group One or Two?
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Lesson 4: “Marketing” vs. “Seduction”
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Why Seduction Works
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Promoting Your Business
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“Marketing to”
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Seduction vs. Marketing
Welcome to Unit 3: Focus on Building Relationships
Introduction & Objectives
In case it's not crystal clear yet, no one's asking you to sell to your family and friends. Transactions and referrals happen because the groundwork has been laid over time. That involves relationship building, not selling.
Objectives
Identify the key components and activities of a successful SOI campaign.
Recall how agents' attitudes toward their careers can dramatically affect the results of their SOI strategies.
Identify how to overcome reluctance to implementing an SOI business model.
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Three Simple Things
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Competence
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You Sell Real Estate
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How to Contact You
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Three Things?
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A Mutual Friendship
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Personal Connection
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Josephina
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Kiera and Jeanine
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Add People
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Which Is Best?
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Confidence and Enthusiasm
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Demonstrating Confidence
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Building Trust
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The Business Mindset
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Lesson 4: Strategies to Meet New People
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Off-Beat Strategies
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An Integral Part
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Bert
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True or False?
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Lesson 5: Overcoming Objections and Fears
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Objection Two
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Objection Three
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Objection Four
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Where’s the Concern?
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Objection Five
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Objection Six
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Objection Seven
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Objection Eight
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Billie Jean
Welcome to Unit 4: Create and Execute Your SOI Business Plan
Lesson 1: Creating Your Sphere
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Lesson 1: Creating Your Sphere
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How Many?
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Track Down Contact Information
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Pick Up the Phone
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Ease Them In
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What Is a CRM?
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Enter Your Data
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Step By Step
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Lesson 2: Start an SOI Business Plan
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Step Two
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Step Three
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Step Four
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Step Five
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Put It All Together
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Lesson 3: Tools to Create and Support Your Business Plan1 of 6
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A Well-Organized Database
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Evaluate and Select a CRM
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CRM Functionality
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Cost
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What Do They Provide?
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Lesson 4: Put Your Plan in Writing
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Cracking the SMART Code – Video
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Goal Setting
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Example Goals
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Review a Sample SOI Business Plan
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Follow Your Plan
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Effective Mailings
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Online Content
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Video Blogging
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Tone Down
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Staying in Touch
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