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Friday, October 2, 2026

sphere of influence

    Imagine what life would be like if you could stop cold calling, door knocking or chasing after FSBOs – or at least cut down on those activities.

    Ditching the more distasteful aspects of your real estate lead generation routine is possible, if you vow, right now, to chase after referrals, and get serious about your database.

    Warm calls are so much more pleasant and knocking on doors where people are happy to see you beats the alternative.

    Make building better relationships with people you already know, the center of your 2020 marketing plan.

    How’s your sphere of influence?

    Agents who have been in the business for more than a minute tell horror stories about friends and even family members who “forgot” that they were in real estate and listed their homes with another agent.

    In fact, NAR statistics say that “The typical REALTOR® earned 13 percent of their business from repeat clients and 17 percent from referrals from past clients and customers.” (The study doesn’t explain what they mean by “customers.”)

    Look at those numbers – they’re pathetic, aren’t they? Especially when NAR surveys say that nearly 90 percent of real estate consumers say they would use their agent again in the future.

    Past clients know you and, hopefully, they like and trust you. Shouldn’t agents be getting more than 17 percent of their business from referrals from them?

    We get it. Agents have a ton of irons in the fire during the typical work week and keeping in contact with their SOI typically ends up as a low priority.

    What would happen, though, if you moved it up on the list? Made those warm contacts (instead of contacting strangers) a priority? You’ll end up top-of-mind with your sphere when someone mentions buying or selling a home.

    The Barking postcard is available in the postcard section under the from the Sphere/Farm Animal II Series.
    Step 1 to get your real estate business on the referral track

    Organize your database. Yeah, doesn’t sound like a whole lot of fun, but it’s necessary to keep you on track.

    If you already have an organizational method, you’re one step ahead. If not, let’s create a simple one.

    Start by grouping your contacts. There are many ways to group them, so choose labels that make sense to you. Some suggestions include:

    • Hot leads (people you don’t know yet)
    • Cold leads (again, people you don’t know)
    • Sphere (or “family,” “friends” “ladies I play tennis with” “past clients”)
    • Vendors
    Feel free to create subgroups, if it will help you to stay organized. Some of these may include:
    • Immediate family members
    • Extended family
    • Closest friends
    • Acquaintances
    • Neighbors
    • People you met through your kids
    The All Ears postcards is available in the postcard section under the Sphere/Farm Animal II Series.

    Thanks to the folks at TopProTraining.com for some of those ideas. Check out their list for more.

    Kim Hughes at KimHughes.com suggests that the next step in setting up your database to help you succeed should be to go through all of the leads, checking the information you have on them and adding anything that comes to mind.

    At a minimum, Hughes says you should have the contact’s full name and the name of immediate family members. Naturally, you won’t have family member info for some contacts, such as leads.

    Pick up the phone and start calling people. Start with folks you know, like past clients, relatives and friends.

    Tell them you’re updating your database and want to ensure you have their correct contact information:
    • Verify that the addresses, both snail and email, are current.
    • Best phone number to contact them.
    • Birth date is an important one (folks LOVE getting birthday greetings). The birthdate might be a tough one to ask, but tell them you like to reach out to people on their birthdays. You don’t need a year, so that may make the question “Hey, when is your birthday?” a bit easier to ask.

    Get ideas for these conversations at TheRealEstateTrainer.com.

    Listen carefully to their end of the conversation for any tidbits you can add to their spot in your database – “something such as an upcoming surgery, new baby or vacation,” Hughes suggests.

    Then schedule a follow-up call, or a reminder to send a gift or flowers, depending on what they’ve told you.

    This is a project that, although it needs to get done sooner, rather than later, is one that can be done in chunks. Hughes brilliantly recommends starting the organization process with your past clients.

    But do schedule those time chunks and vow to stick by the schedule. Before you know it, you’ll have an organized, clean database, making your real estate lead generation a snap.

    The Fall Maintenance postcard is available in the postcard section under the Content Card Series.
    Send out the Fall Maintenance postcard from the Content Card Series to your Sphere and Farm.

    Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are Free killer tools to help your success this year!

    1. Become a Listing Legend Free eBook 

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

     

    2. “Get More Listings” Free Online Webinar

     

    “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

     

    3. The 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

     

    4. The Free One-Page Real Estate Business Plan

    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

     

    5. The Free Online ROI Calculator

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

    More words of wisdom from Dean Jackson (the king of real estate marketing). In today’s article, he explains his innovative approach to converting leads over time. Dean Jackson is the founder of GoGoAgent and Listing Agent Lifestyle. 

    Playing the long game

    I’ve heard many agents complain when they try different sources to generate leads, for a few months, and get nothing out of it. Unfortunately, the point being missed with this way of thinking is the real payoff with lead generation is in playing the long game.

    The correct approach is to look at your lead generation process, not as a short-term expense, but as a capital investment. Do not add unnecessary and misguided pressure to the action of generating leads by expecting to recapture your money in 30, 60 or even 90 days.

    It’s time to amend your perception of the value of a lead over time. And begin to cultivate your leads over 12, 18 and even 24 months (regardless of lack of response). Then you will begin to build a true capital asset. And this asset of unconverted leads will become an incredible treasure trove that will continue to pay dividends for years.

    A case study

    A great story defending the above philosophy is of agent Tony Kalsi. We tracked lead conversion results on Tony’s listings for four years in a “Getting Listings Case Study”. And we discovered 21 transactions he achieved over the four-years were from leads he had generated in the first year that he had continued to cultivate.

    If Tony had written off these 21 leads as “duds” due to not being able to convert them quickly, he would have missed out on – I don’t even want to think about how much money!!

    I’ve heard story after story like this from agents who understand the long-term approach to converting their leads. They patiently educate and motivate their lead list, then watch the yield from that portfolio continue to pay off year after year.

    Being conscious of your marketing dollars has its place. However, focusing only on what you can achieve “right away” from your marketing dollars and discarding the rest is a mistake. And this mistake will cost you longterm valuable assets.

    Every new lead that you add to your “lead portfolio” is a potential future client. Some leads may convert quickly, but many more will convert over time, even years after your initial contact.

    From “dud” to dynamite

    If you have leads gathered over the years that you’ve identified as “duds” due to not converting quickly, I have a great marketing campaign for you. This campaign has the potential to bring many of them back into the fold.

    Gather together an email list of your so-called “dud” leads and send them the following email. Put their “first name” in the subject line of the email and then ask them one simple question in the body of the email. “Hi  ‘insert person’s name’, “Are you still looking for a house in ‘insert city or neighborhood’?”. 

    That’s it.

    That little email and nothing more. Send that email to all of the dud leads you’ve generated and neglected for 90 days or longer (or you feel have neglected you). And you’ll be amazed at how many people respond “Yes, we’re still looking.” You’re also going to be surprised, not in a good way, at the number of responses you get from people that say, “No, we’ve already bought.”

    This second response will break your heart, but don’t sulk, just make a mental note that YOU can not predict when a prospect will be READY to move forward. This knowledge will become a reminder to not prejudge your leads. But instead to take the long-term “asset management” approach to nurturing your leads as the treasure trove that they are.

    Begin cultivating and nurturing your lead portfolio today by sending out the Ever Thought About Selling postcard from the Listing Inventory Series to at least 100 prospects from your lead list.

    To learn more about the other incredible tools and resources Dean has available for agents go to GoGoAgent.com  and ListingAgentLifestyle.com.

    Need help targeting the perfect niche of sellers or buyers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are 3 free ways we can help you CRUSH IT in 2018!

    1. The Free 2018 Real Estate Business Plan.

    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan  – Click Here

    2. The Free Online ROI Calculator. 

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! – Click Here

    3. The 12 Month Done-For-You Strategic Marketing Plan.

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here  – Click Here

    Also…check out these cool tools 🙂

    Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

    MLSmailings.com – Automated Just Listed, Just Sold Postcards

    Market Dominator System – Become a neighborhood brand

    “The holiday season is a perfect time to reflect on our blessings and seek out ways to make life better for those around us.” – Terri Marshall

    What a perfect quote for Realtors.

    You help people discover the place they embrace as home, where they raise children, nurture relationships, and seek comfort and peace – and that help truly makes life better.

    So when you are reflecting on blessings, include the combination of characteristics and skills that you have, that allow you to help people in such a positive, life-changing way.

    Then take some time to reflect on everything you have accomplished in 2017.

    In the daily grind we get so close to what we are doing, the outcome we are after, and the high stakes associated with that outcome, we can lose sight of the bigger picture.

    We forget that little wins throughout the year can add up to meaningful big wins overtime.

    For instance, at ProspectsPLUS! we had an important goal of our own.

    A committment to raising $50,000 for St Jude Children’s Research Hospital®. We matched contributions on our website, dollar for dollar, and offered 1, 5, & 10 optional donations at check out. With smaller donation levels you might think our goal is a bit too big.

    But we achieved it!

    Little by little, donation by donation, we climbed that hill to an incredible joint success with our amazingly generous customers!

    That’s how goals often are accomplished…

    In small steps – a few forward a few back – all the while keeping an eye on the prize until you get there.

    Now it’s your turn, to take a look back at the goals you set last year and the effort ‘over time’ that went into achieving them.

    It’s a great precursor to deciding what it is you want to accomplish in the new year.

    Once you are done, take a few moments to celebrate your accomplishments!

    …Then prepare your new goals for an explosive 2018!

    Lisa

    PLUS: Whenever you have a moment…here are 3 things to check out that will help you CRUSH IT in 2018!

    1. The 2018 Online Real Estate Business Plan

    Treating your business like a business is a vital component to succeeding long term in this industry. While some agents put together elaborate business plans, detailing every aspect of their marketing plans, business goals and budget needs, there is something powerful to be said for keeping it simple. Check out our one page Online Real Estate Business Plan.

    2. The Sphere of Influence Calculator

    Top real estate professionals state 66% of their business comes from their sphere of influence. So how many people do you need in your SOI? Check out our Sphere of Influence Calculator (from your desktop) to find out the answer.

    3. A 12 Month Strategic Marketing Plan

    The Master Marketing Schedule is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence.

    Remember, we are always here to help you in any way we can. Reach out to our support team at 866.405.3638 for help with new mailing lists and marketing materials for 2018. 

    It’s that time of year…

    When we take a moment to look back at our previous year’s successes and shortcomings,

    and get our adrenaline running for the start of the new year.

    If you had goals or a business plan for 2017, this is your opportunity to compare last year’s plan with what you actually achieved, and learn from the difference.

    If you haven’t written a business plan before and find the thought of doing so overwhelming and off-putting, I’d like to change your mind.

    You don’t need a degree in business to write an effective business plan.

    But you do need a path to follow.

    In fact, statistically people who follow a business plan or establish set goals are nearly twice as likely to successfully grow their business than those who do not.

    So how do you put a plan together that’s easy and will have you excited about the coming year?

    I’m going to tell you how, but first to stack the deck…

    Statistics on the Power of Goal Setting:
    • Goals that are written down are 50% more likely to be achieved than unwritten goals.
    • Sharing your goals is proven to increase the success rate of achieving them.
    • The world’s most successful people agree that what you get by achieving your goals and plans is not as important as what you become in the process.
    • Our brains are wired to achieve goals.
    • The act of writing down a goal or business plan is a very powerful motivator.

    Now that I’ve warmed you up to the idea…

    It’s time to rock out a killer 2018 business plan!

    Step One: Determine your income goal

    What income goal gets you excited to dive in an attack the new year?

    Pick your number, then pull together a few additional numbers from 2017. This is worth a few minutes of your time. The results will be powerful and create a breadcrumb trail right to 2018 goal success!

    Numbers to gather include, average commission earned per closing, average percent of sales contracts written that close, average appointments needed to obtain a listing.

    Step Two: Complete your one page plan

    Use our simple, online “2018 Real Estate Business Plan” to complete a few easy calculations based on the numbers you have gathered above.

    Step Three: Calculate your sphere of influence

    Since statistically 66% of a Realtor’s business comes from your sphere of influence. It’s time to determine how many people you need in your sphere to achieve the goals you have outlined above.

    Use our easy online Sphere of Influence Calculator (from a desktop computer) to get a quick answer to this question.

    Step Four: Create a strategic marketing plan

    Now that you have your numbers, it’s time to create a strategic marketing plan for 2018.

    Remember the 3-7-27 Law of Prospecting? Well it’s the key to your marketing success.

    The foundation of this law states it takes 3 contacts for someone to recognize your name, 7 to associate your name with your business, and 27 to become a brand name in your market.

    An ideal marketing plan that assists you in adhering to the magic of 3-7-27 is our done-for-you Master Marketing Schedule.

    It’s a strategic month-by-month plan for the entire year that covers marketing for, listing inventory, niche marketing, geographic farming and sphere of influence.

    Using the Master Marketing Schedule, takes the task of planning a years worth of direct marketing, from overwhelming to easy.

    The future is now

    With the above tools, and your killer 2018 business plan in place, your path to conquering your goals in the new year is crystal clear!

    Is your adrenaline pumping?

    The ProspectsPLUS! Team are your biggest fans! We are here to help you succeed in 2018. Please reach out to us if there is anyway we can help you at  866.405.3638!

     

     

     

    What are you thankful for this year?

    We know what we are thankful for.

    We’re thankful that you have placed your trust in us to provide you with the marketing materials, services and content to aid in your success.

    We know you have choices and are grateful you have chosen us.

    Expressing and acknowledging gratitude is an addictive experience. The results of time spent on this wonderful subject are far reaching.

    Did you know…

    ..taking 5 minutes to write down or think about what you are grateful for increases long-term well-being by more than 10 percent?

    The following is a list of the top 10 studied results from expressing gratitude on a regular basis:
    1. Better night’s sleep
    2. Less pain
    3. Reduced stress
    4. Increased self-esteem
    5. Increased physical and mental vitality
    6. Reduced feelings of envy
    7. Helps with relaxation
    8. Helps foster new relationships
    9. Increases goal achievement
    10. Increases productivity

    I think gratitude and giving go hand in hand. And we all know the resulting high that we receive anytime we have an opportunity to give.

    Our Turkey Mission

    Recently the employees of ProspectsPLUS!  were filled to the brim with wonderful feelings. We were on a mission to purchase 50 turkeys from surrounding grocery stores to donate to the Salvation Army and our local Food Bank.

    Finding 50 turkeys 3 days before Thanksgiving was not an easy feat, but we were determined.

    …and, our efforts paid off.
     The Result…

    It was all smiles and warmth on the faces of the ProspectsPLUS! staff as we delivered the turkeys to the Manatee County Food Bank and The Salvation Army of Manatee County.

    The Manatee County Salvation Army has plans to feed over 500 people on Thanksgiving day. They also provide Thanksgiving dinner baskets for families in need to take home and cook.

    The Manatee County Food Bank provides food for over 60 food pantries in Manatee County. They also offer a Meals-on-Wheels program to Manatee County.

     Sharing in the Spirit of Gratitude & Giving

    If you are thinking about catching our high, and sharing in the spirit of giving and gratitude, I have a couple easy ideas for you.

    We currently are conducting a Dollar for Dollar campaign for St Jude Kids. If you donate to St. Jude Children’s Research Hospital® through our website we will match your donation.

    Another great way to show your gratitude, that’s really close to home, is to send a hand-written personal note to your past customers. Express your heart-felt gratitude that you were chosen to help them in the past with the important task of buying or selling a home.

    Placing the focus on appreciating the customers you already have served will feed your spirit and do wonders to inspire you to connect with more people in the hope of serving them in the same rewarding way.

    Sending you wishes for a rewarding 2018 full of experiences to be grateful for!

    Happy Thanksgiving from everyone at ProspectsPLUS!

    Remember, if you ever need our assistance? We are here to help you! Call our support team a 866.405.3638. 

    Average More Transactions Every Year

    The difference between always chasing commissions, or having a reliable referral base to count on, depends on your investment in a sphere of influence.

    Want to build a business that is strong, sustainable and competitive, and that you can sell when you’re ready to retire?

    Start by creating your SOI.

    It’s easier than you think – and will help you get on track to average more transactions every year.

    Think about this, if you had 250 people in a database you consistently stay in touch with and develop a relationship with, who will they call when they have a real estate question, need or referral?

    YOU.

    If just 10% of your database sold or referred to you every year, what would that mean for your income?

    Building a database doesn’t have to be hard.

    It just needs to be a consistent part of your weekly business habits.

    Not having a sphere of influence is hands-down, the single biggest obstacle to agent success.

    It will keep you in the endless cycle of always chasing new business, without the benefit of ever gaining any traction.

    And think about this, statistically, 1 in every 12 people in your SOI will either do business with you or refer business to you each year.

    Not bad odds. Is this worth your time now?

    Related: Four Strategies For a Stronger Sphere of Influence

    Time to Create Your List.

    Begin with the following names (including email, address, phone):

    Family, spouse’s family, extended family, neighbors, past customers

    best friends, close friends, children’s friends parents, church congregation

    Children’s teachers, coaches, principal

    Family dentist, doctors, optometrists, business coleagues

    Employees/owners of retail establishments and restaurants you frequent

    PTA board at your children’s school, Sunday school teacher

    Manicurist, facialist, hair dresser, dry cleaner

    Auto maintenance/repair shop, tire shop, mailman

    Once you have compiled your list – Take Action

    Start a touch marketing campaign every 21-35 days. 

    Send our done-for-you newsletters every month. They’re designed to be eye-catching, informational, and are filled with direct response offers that get results.

    Or consider a series of postcards such as holiday, recipe postcards, customer appreciation cards, or listing inventory cards that will keep you top of mind until you have the opportunity to see or speak to them.

    Even if your list is small, don’t wait to start your marketing.

    Momentum doesn’t just happen. But over time you can build something powerful.

    The 20 year value of a client is roughly $49,647.

    With that number in mind – how many people do you plan to put in your book of business?

    Need our assistance? We would love to help you! Call our support team a 866.405.3638. 

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