If you’re a new real estate agent, your broker or manager has probably told you to contact your sphere of influence and let them know that you’re now an agent.
Your first thought might be “My sphere of influence? I don’t have any influence!” I know that’s what I thought the first time I heard it.
All it means is the people who know and like you. That includes family, friends, business acquaintances, people you know from meetings you attend, fellow volunteers, your spouse’s friends, your parents’ friends, your hairdresser, your mechanic, your dog groomer, and of course past clients from some other career.
The next question – what do you say to them?
Calling or writing to say you’re now an agent and you want their business would be a bit tacky, not to mention pushy, so take a different approach. Let them know that this is good news for them as well as for you.
As with all real estate letters, do NOT begin your message with the word “I.” Instead, make it about the reader.
Still not sure how to write it? Here’s a sample:
Dear (friend, client from a former business, former boss, etc.)
Good news! You now have a friend in real estate – someone you can call with questions who won’t begin bombarding you with marketing messages.
As a member of the (name) Multiple Listing Service, I now have access to information about homes for sale and sold, average prices, and market trends in (name the area your MLS covers). So whether you’re curious about the selling price of a home down the street or simply wonder if prices are up or down in your neighborhood, just get in touch. I’ll be happy to do the research and get back to you quickly.
Of course, if you do happen to be in need of an agent to help you purchase or sell a home, I’d love to be that agent. And, if you have a friend or acquaintance in need of a real estate professional, I’d appreciate the referral.
You can count on me to provide up-to-date information, honest answers, dependable communication, and total support – and I promise not to be pushy.
Add your signature and contact information – including your location.
After you’ve sent the initial letter, be sure to stay in touch periodically. If you write a market report or a real estate newsletter, write them and ask if they’d like a copy now and further updates as you write them – and ask if they’d like it via email, because communicating that way will save you money.
The main thing is not to let them forget that you’re an agent and you’re there to help them.
If you don’t know what to write, use my Event Themed Keeping in Touch Letters. They’re a light-hearted, non-pushy way to stay in front of people. They also might get your name introduced to new people, because some of those letters contain the kind of information that people enjoy sharing over coffee or cocktails.
Once you begin making sales, add each of those clients to your database – in a different folder, so you can keep past clients and your sphere separate. Enter pertinent information, so you can send Happy Anniversary messages on the date that their new home closed, send a birthday card, or simply remember their children’s or their pets’ names. The more personal attention you give, the more they’ll like and remember you.
You’ve chosen an exciting and demanding career – and you’ll succeed if you work hard, learn all you can, and show people that they mean more to you than a commission check.
Image courtesy of sscreations at FreeDigitalPhotos.net