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Get Your Sphere In Gear™ | Focused Marketing
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How
you can consistently get more business and referrals from
your Sphere of Influence
Do
you feel frustrated and disappointed that you are not
getting the business and referrals you deserve from your
Sphere of Influence (people who know, like and trust you)?
If your answer is yes, you are not alone. The vast majority
of Real Estate Agents, around the country, feel the same
way.
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Most
Real Estate agents spend more time and money sending
mailings to people they don’t know, instead of
personally connecting with the people they do know.
It’s absolutely true.
I have asked hundreds of Real Estate agents from all
over the country: why do you prefer to send
mail instead of connecting personally with your Sphere?
The
answers are uniformly “NO”.
Simply
stated, it is more comfortable and less threatening
to send mail, than pick up the phone or meet with someone
in person. An additional reason is that, agents
“feel” productive when developing, organizing
and sending out their mailings. In reality, they are being
“busy”, not “productive”.
The
truth is that mailings are Low Value Marketing Activities
for most agents
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During
my Get Your Sphere in Gear® classes, I ask the
agents who attend to rate the different marketing
approaches by the value they provide in actually getting
clients. Every class I have taught has independently
verified and agreed that mailings are a Low Value
Marketing Activity.
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In
contrast, personally connecting (by phone or meeting)
with people in your Sphere, is always rated a High
Value Marketing Activity. So, it’s
no secret that mailings are an inferior way of marketing
yourself compared to calling or meeting with people
in your Sphere. You may be thinking, this
guy thinks I should stop all of my mailings. Actually
I don’t. Mailings to your Sphere are worthwhile,
when combined with personally connecting with them.
Mailings alone won’t do it for most agents.
So,
why don’t more agents stay personally connected to
their sphere (since they agree that it is a High Value Marketing
Activity)? Here are the most common reasons:
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FEAR
- many agents are afraid to call people they know.
In fact, they have less fear about calling strangers.
Fear of rejection, Fear of failure, Fear of having
nothing important to say, or Fear of offending someone.
It is the number 1 reason more agents don't call
their past clients, and why they don't get more
business and referrals. |
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DISORGANIZED
- agents who are disorganized don't know who is
in their Sphere or where to locate their phone numbers.
They often have little yellow stickies all over
their desk and computer monitor. |
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TIME
MANAGEMENT - one of the most common responses
as to why agents have not called their Sphere is:
"I didn't have time." The real answer
is that they didn't make time. They made calling
their Sphere a low priority and sending mail (or
doing anything else) a high priority. |
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NOT
KNOWING WHAT TO SAY - another common reason
agents don't stay connected to their Sphere is that
they simply do not know what to say. Having a written
script, that you’ve practiced, is the key
to feeling confident about routinely calling the
people in your Sphere. |
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PROJECTION
- if we do not enjoy being called by people, then
we project (and incorrectly assume) that others
do not want to get a phone call from us. This reasoning
keeps many agents stuck and prevents them from ever
calling their Sphere of Influence and getting more
referrals. |
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NOT
HAVING A COMPELLING "WHY" - the
only reason we do things in life is when we know
what is in it for us. So, WHY do you want to Get
Your Sphere in Gear? What are the tangible and intangible
benefits you will realize once you have your Sphere
in Gear and start getting more referrals and business?
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"I learned that (by using the Get Your Sphere
in Gear Program) making phone calls, asking for referrals,
and staying in touch with past clients are not difficult
at all."
Ed
Huletz, Real Estate Agent and Investor, Seattle, WA
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A
Solution:
Pick
up the phone and begin calling your past clients or meet
with them in person. It just takes a 5 minute phone conversation
to deepen your relationship and show up as a Real Estate
Professional that sincerely wants to provide value and
be of service. You provide value by being a “Real
Estate Resource” person who provides useful information
and referrals to service providers (plumbers, roofers,
etc) When you do this consistently, the people in your
Sphere of Influence will know that you care about them
and will think you of you FIRST when
they have a real estate need, including selling or buying
a home. You have now become a true and caring giver.
So,
why should you Get Your Sphere in Gear?
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More commission dollars – when
you stay personally connected to your Sphere, they will
think of you when they have a real estate need.
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Eliminates
the need to cold call – most agents abhor
this activity
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Spend
less marketing dollars – it costs less
to call and meet with people than to pay to design,
write, produce and mail postcards. Your return on investment
will increase dramatically.
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Builds
and strengthens relationships – when
you personally connect with the people in your Sphere,
you cannot help, but to deepen and strengthen your relationship
with them.
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Safety
– since you are dealing with people you know.
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More
consistent flow of business – when you
stay connected to your Sphere on a regular schedule,
you will get more business and referrals on a regular
basis. Doing marketing activities consistently typically
yields consistent results.
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Be
unique – most agents are afraid and reluctant
to call their Sphere. Getting on the phone will differentiate
you. And, you’ll get better and more comfortable
talking on the phone the more you do it.
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Have
fun – you will surprise yourself as you
begin to enjoy connecting with people you already know
you.
So,
if this makes sense to you, and you are ready to change
the way you approach your past clients and acquaintances,
then congratulations on having made an important decision
to do things differently.
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Hey Stuart,
"Thank
you for stressing how important it is to keep in contact
with your past clients! Even though I have not followed
through with everything we had talked about (yet), with
just a little effort, I made 8 phone calls one day to
reach out to a few clients I have not talked with for
quite some time. It was not as uncomfortable as I anticipated,
but was rather quite enjoyable! Now, 2 months later, I
have 6 solid transactions in the works that were strictly
generated from these phone calls! Thank you again Stuart
for pushing me outside of my box. The view is much nicer
out here!"
Rebecca
Mills, Real Estate Agent, Sumner, Washington
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Resources
to Get Your Sphere in Gear:
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| 1. |
GYSIG E-zine
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Sign up for this monthly e-zine with useful tips and ideas
on how to get more referrals from your Sphere.
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Join
the
Get Your Sphere In Gear™
e-Zine mailing list
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2. |
GYSIG MasterMind Group - click
here
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Join the “Get Your Sphere in Gear™” MasterMind
Group to receive ongoing support, ideas and direction
in successfully implementing the “Get Your Sphere
in Gear™” Program. There will be monthly Guest
speakers and interviews with top performing agents. The
group meets twice a month by phone.
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3. |
GYSIG TeleSeminar - click
here
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Join the “Get Your Sphere in Gear™” TeleSeminar
to learn how you can comfortably tap into your Sphere.
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GYSIG Clock Hour Class (Washington State Real Estate
Agents only) - click here
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Join the “Get Your Sphere in Gear™” Clock Hour Class
to learn how you can begin getting more consistent referrals
from your Sphere in a live lecture format. You will earn
three Clock Hours by attending this class.
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5. |
GYSIG Audio Programs
- click here |
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These programs are guaranteed to get you started on getting
more business and referrals from people in your Sphere of
Influence. In our newest program you'll learn to maintain
a more consistent flow of business, and in less time. You
will learn, along with other Real Estate professionals - who
are participating on the audio how your Sphere can be your
primary source of sustained business.
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6. |
GYSIG Workbook
- click
here |
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This Workbook contains many useful plans, templates and documents
to help you quickly get your Sphere in Gear. If you are serious
about Getting Your Sphere in Gear, then you will want to get
this Workbook today!
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Learn how others have benefited from Getting Their Spheres
in Gear.
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opportunities to get more referrals from your Sphere of
Influence.
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| 9. |
Contact Management Systems Comparison Chart
– click
here |
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This chart compares commonly used Contact Management Systems/Databases
that are used by Real Estate Professionals.
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