The Reluctant Prospector

head_left_image

The More People Who KNOW You, Like You and Trust You, the More Real Estate You Will Sell (Part 1)

The More People Who Know You, Like You and Trust You, the More Real Estate You Will SellSphere of Influence

Ever heard this sweet little ditty? Sure you have, or some version of it. Perhaps you've heard the version that goes "People buy from those they know, like and trust;" Bob Burg made this statement in Endless Referrals, and my good friend Dennis Giannetti refers to it as the "KLT" Principle.  

Neato Frito. We're probably all in agreement that the KLT Principle is true.

But let's say it again - out loud:

"The more people who know me and like me and trust me, the more real estate I will sell."

Again. "The more people who know me and like me and trust me, the more real estate I will sell."

One more time... "The more people who know me and like me and trust me, the more real estate I will sell."

Okay, let that settle for a minute and I'll get back to it. But allow me to digress first.

The other day I was talking with an agent whose office is going through a corporate-sponsored prospecting boot camp, complete with group cold-calling sessions and referral-begging contests.  She has chosen not to participate because these activities fall way outside her comfort zone; however, she admitted that the agents who are participating are experiencing some success; in fact, much more success than she has experienced in the last few months. Her associates have more listings than she does and appear to be working with more buyers than she is, so, while she's still not willing to participate in all the "fun," she's a little confused and frustrated.

We talked about it for awhile and both of us had the same aha! moment at precisely the same time. The agents who are participating in the boot camp, while using methods neither of us subscribe to, ARE getting their backsides out in the world, talking to people and keeping their activity levels high. Now, whether or not I agree with the tactics they're using (and from what I understand of them, I don't) isn't the point; the point is that her colleagues are DOING something to meet more people, while my agent friend, well, isn't, as she freely admits.

Okay, so back to the KLT Principle.

What are you doing to ensure that "more" people KNOW you? Anything? Or are you (like most of us!) resting on your existing database and quietly wondering why your business seems to stall so often?

Rest assured you DON'T have to do stuff you don't wanna do to meet people; you really don't! People are everywhere, not just sitting on the other end of a phone line waiting for your cold-call or even your warm-call; they aren't just visiting open houses on Sunday or responding to Craigslist ads or signing up for your IDX; they aren't just attending networking events or Chamber of Commerce gatherings. They're everywhere. Even places you'd enjoy being, too.

What can you do, within your comfort zone, to ensure that more of the world's people KNOW you? Without doing things you don't wanna do?

Ideas? Please share!

Next time, we'll chat about how many people LIKE you.

 

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

Comment balloon 22 commentsJennifer Allan-Hagedorn • February 10 2011 08:47AM
The More People Who KNOW You, Like You and Trust You, the More Real…
share
The More People Who Know You, Like You and Trust You, the More Real Estate You Will Sell Ever heard this sweet little ditty? Sure you have, or some version of it. Perhaps you've heard the version that goes "People buy from those they know… more
Open Houses - Inspiring Visitors to Give You Their Information -…
share
Funny - yesterday I posted a blog about getting contact information from open house visitors that ended with a "stay tuned for the next episode " teaser… and got slammed with "I'm doing an open house this weekend, please tell me… more
Open Houses - "How Do I Get Contact Information from Visitors?…
share
A few months ago, I had a conversation with a newer agent about maximizing the effectiveness of her open houses. By "effectiveness, " of course, she meant gathering as many names, numbers and email addresses as she could during her… more
How Often Do You Need to "Remind" Your Sphere of Influence…
share
Had an interesting conversation with a friend of mine the other day. I was telling him about my recent Go-Giver Chronicles and interactions with Bob Burg (co-author of The Go-Giver ). My friend mentioned that his first real estate agent helped him… more
Would you rather annoy 30, 000 or impress 300?
share
If you hang out here much, you know how I feel about the traditional numbers game of prospecting, specifically cold-calling. Blech. A business model based on being rejected far more often than you're welcomed and calling it a game… more
"I'll Take Great Care of Your Business" versus "I Need…
share
Yesterday I promised to follow up on my blog " You Gotta Ask for What You Want, Right? Eh, not always " I ended the blog with the assignment to read thru some of the more popular Referral-Begging scripts, and then say them out loud… more
41 Listings in 30 Days? Let's do that math…
share
Following up on yesterday's blog about making sure your prospecting goals are compatible with your business model (in a nut, don't set goals that will force you to sacrifice your quality of service, if providing quality service is important… more
A Perfectly Reasonable "Excuse" Not to Cold-Call!
share
I'm doing a little one-on-one consulting with a relatively new agent (who's gonna ROCK! ) in Denver. We have similar personalities when it comes to our feelings about prospecting and business-building, so our conversations about prospecting… more
REALTOR Magazine asks: "How Can a Cold-Calling Agent Prospect in…
share
The other day, a nice man from REALTOR Magazine called me up to chat about the Do Not Call list - specifically, what recommendations I, Jennifer Allan, queen of cold-calling (*snort*) might have for agents stymied in their prospecting efforts by… more
Laser-Focused Prospecting is Overrated
share
Most prospecting training is focused on… FOCUSING Laser-focused prospecting. Doing "it" for three hours a day, whatever "it" is, no interruptions, no excuses. Do "it" until you reach your goal of so many… more