• There are many ways to generate new real estate business, but your center of influence (COI) is definitely one of the big ones.
  • Unfortunately, unless you're constantly working to expand that COI, then you're going to run out of leads.
  • It comes down to generating leads from multiple sources, and your COI and past clients are a big part of that.

There are many ways to generate new real estate business, but your center of influence (COI) is definitely one of the big ones. Unfortunately, unless you’re constantly working to expand that COI, then you’re going to run out of leads — and if that’s the basis of your sales, then you’re in deep trouble.

Regular listeners of ours are already familiar with this dilemma — agents who only work their COI tend to burn through it in one to two years, which explains the high turnover in real estate “body shops” that we’ve discussed.

The alternative? Agents turn to marketing and lead-generation gimmicks, which sometimes work until they become oversaturated by too many agents using them. Then you’re back to square one.

So what’s the solution? It comes down to generating leads from multiple sources, and your COI and past clients are a big part of that. In today’s episode, we’re beginning a discussion of how to expand your COI to help keep it full of prospects with a step-by-step, month-by-month plan to build your COI and past clients. Visit Mojo Sells, mentioned in today’s episode.

 

Subscribe to Tim and Julie Harris’ podcast on iTunes. To learn about the pre-listing package mentioned in today’s show, schedule a call with us.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or schedule a free coaching call with them at freecoachingcallsforagents.com.

Email Tim Harris.

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