Tip Tuesday #005 8 Steps To New Clients Weekly

Read time: 4 minutes​
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Working with your Sphere of Influence (SOI), people who know like and trust you is a great way to build your real estate business and authority within your target audience, especially as a new real estate agent.

Reaching out to your SOI for the first time can also feel like an incredibly scary undertaking.

And that’s why I’ve spent the past 2 years creating a formula that helps my agents send a tailored message that gets their SOI into their database 95% of the time.

Today, I’m sharing my formula (in 8 parts) so reaching out to your SOI can feel easy and as comfortable as putting on your shoes everyday.

Let’s dive in.

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Step 1: Build An Easygoing Intro Message

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The hardest part of speaking to your SOI is coming up with what to say without sounding “salesy”. It’s strange because we probably would never have this problem if we saw them in town or out and about. But if we wait until it’s time to actually sit down and message them, suddenly our mind freaks out.

It’s super helpful to create a simple message you can copy and paste, and when you are ready you can blast it to 10 people in your SOI each day.

So my first tip is to craft an easy going message that you would use if you bumped into a friend at a supermarket.

It's like a fire starter that will keep you from ever not being ready to light up your BBQ pit or to have to start thinking of how to message people they day of.

I spend a few minutes every day sending out easy going intro messages — text messages to my SOI, Facebook Messages to my ideal clients, jumping into IG to message new friends — and then adding new friends while I am there to top up my ever-growing list of possible new clients to send an intro message to.

If you aim to jot message 10-20 new SOI members every day, you’ll have 50+ fresh SOI members to possibly work with every week. That’s a lot of possible deals to forecast and people to chat with to keep your pipeline full.

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Step 2: Research And Gather Information

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After selecting you go to “Easygoing Intro Message” from your list of tested messages, it's time to do a little digging.

Your CRM is your best friend here, and I wouldn’t overcomplicate it.

Look for a winning message, or set of messages that supports your main goal of getting more people into your database. Your CRM is a place to go back and look at who you messaged and what their response was.

Taking the time to dig into this is not only a back up for what you thought worked, but also gives you 100% certainty on what types of messages to send moving forward.

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Step 3: Use A Structured Template

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This step is my secret sauce for getting more clients - a message template.

A simple template serves as a roadmap to guide the flow of your messaging, each and every day.

Keeping my main goal in mind, my message flow is simple:

• What can I ask to bring their guard down?

• How do most people want to hear from me?

• Why would they want to be in my database?

• How might I solve their future real estate needs?

• Give them my contact info first for them to feel comfortable sending me theirs.

This formula ensures I’m always getting my SOI to feel like I am their go to real estate agent.

And that’s how you build a $100K Business.

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Step 4: Write Your Goals

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Before you dive into the actual messaging, draft your Intro + Follow Up Sequence.

These sequences will serve as your guideposts. You’re essentially building a mini-follow up outline.

This basic outline will prevent you from getting off course and help you stick to your critical goals.

Now, with your follow up sequence in place, you have a road map to follow. And this makes the messaging process so much easier.

I call this step “follow up is for winners phase” and it’s been another critical key to my SOI growth.

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Step 5: Get Their “Deets”

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Now it's time to flesh out your contact capture messaging.

Each section of your messaging should start with an easy going intro line that brings your SOI’s defensive walls down. Are you asking about them first? Get them comfortable. Everyone likes to talk about themselves…give them that opportunity.

Follow up with a pleasantry such as: “so glad to hear it” or “that’s great”. Then, let them know you are updating your database and ask if you can update their contact information as well.

This framework ensures you bring their wall down and sets them up to feel comfortable sharing their updated contact details with you.

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Step 6: Insert Contact Details

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Next, before they even message you back send over your contact details.

If an business card or video can support or helps, add those in as well.

One thing to keep in mind as you are out there messaging people: Varying the types of messages you send can keep your mind feeling fresh and help your SOI tell you what works for them.

In other words, don’t just send the same message to every new SOI member when getting started.

Mix it up and keep things fresh until you land on a winner. Main point here is share your details in the format that works best for your receiver NOT you.

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Step 7: ASK “THE” QUESTION

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With your details shared and theirs received, it's time to get them to agree to work with you as their trusted Realtor.

When asking for business you have to be tactful and bold. And you should clearly tell this new or old SOI member you want to be their go to Realtor. Remember - it’s not “salesy” if you’re actually trying to help people.

A message asking for business can help you gauge the strength of your brand as it relates to your relationships with your SOI.

Tweak your message until it's enticing enough to generate more good responses than being “ghosted”.

And if you’re just getting started with this part, ask if they have a realtor. Send your message to friends or family (10+ minimum) and ask which messages are most compelling for them to want to respond back and work with you.

Getting feedback from other people who already know, like and trust you will offer valuable and fresh perspectives that help you sharpen your messaging.

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Step 8: Splitting Your Audience

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Lastly, it’s important to split your audience into two groups future buyers and current homeowners.

Getting them into these groups is what I would call the basics. But be sure to ask them if they rent or own right now. Trust me you want that clarity to get them what they need so they will work with you in the future.

Be relentless in this phase.

Remove any uncertainty to who they are and what they want/need as it relates to real estate.

And most importantly, ensure that you deliver what they need if you want them to work with you when they are ready to buy or sell!

Here are the 4 questions I scan for when I get ready to add new SOI to my database:

• Are they a future buyer or seller?

• Can I deliver exactly what they want (list of homes; CMA)?

• Can I send them links to relevant buyer seller info that matters to them?

• Do I deliver what I would want if I was working with me as a real estate professional?

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In Summary

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Getting your SOI to grow and to work with you might seem like a daunting task. But breaking it down into manageable steps makes it not just possible, but actually efficient and enjoyable.

And the best part about a structured messaging system is that you can transform it into the same message to send to 1,000 new people a month.

Remember: you are already doing amazing work.

Now, let's amplify that with a stellar message to get more people to work with you.

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​This Week’s Action Step

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If you don't have one, start your test intro messaging bank, and message 10-20 new people every day.

If you already have a rock solid intro message, consider building a SOI list so you never run out of new people you can message each week.

That's it for today.

See you next week.

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​Whenever you're ready, below is how I can help you:

Join our Free $100K Accelerator Challenge. Each month we host a Free 4 week training to help you build a business plan to ensure you have the proper tools and tactics to always know where your next clients is coming from. Message Me Here to Find Out More.

See you on Saturday for our Success Saturday Newsletter featuring another new agent’s success!