REAL ESTATE AGENT NEWS Market Down, Sphere Up

by Stuart Kaufman

In almost every part of the country, the Real Estate market has slowed down. In some parts, it has really slowed down. Houses are on the market longer and most agents' phones are ringing less often. What to do? What is a good strategy when the market heads south?

One of the very best strategies, during a slow market, is to personally connect with the people in your Sphere of Influence. These are the people who know you, like you and trust you. They are the people who are most likely to use you for their own transactions, and refer you to someone they know. Unfortunately, most agents choose not to stay personally connected. Instead they keep sending out postcards and mailings to people they don't know, rather than staying personally connected with the people they do know. Why don't agents call their Sphere? Here are some common reasons:

1. FEAR - many agents have fear about calling people they know. In fact, they have less fear about calling strangers. Fear of failure, Fear of success, Fear of Rejection, 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.

2.  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.

3.  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.

4.  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 have practiced, is the key to feeling confident so that you routinely call the people in your Sphere.

5.  PROJECTION - if we do not want to be 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.

6.  NOT HAVING A COMPELLING "WHY" - the only reason we do things if 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? Write them down and they will help motivate you to Get (and Keep) Your Sphere in Gear.

So, how much is it costing you to not have your Sphere in Gear? If you are ready and committed to Get Your Sphere in Gear, then pick up the phone today and get started!


About the Author: Stuart Kaufman, MS, MBA, is a Real Estate Business Coach who has coached, trained, and inspired over 1,500 Real Estate Professionals to take their business to the next level while making more time to enjoy themselves and their families. He is a regular contributor to numerous Real Estate publications nationwide and is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. Stuart can be contacted at coach@stuartkaufman.com.