- COIs and past clients are not bottomless pits of opportunity unless you are aggressively adding to your list on a regular basis.
- Make sure you're actively purifying your list.
Are you a one-trick pony? Do you only prospect over the phone? These are great ideas, but they can’t be solo acts if you want to have a thriving business in a changing market. Even members of your center of influence (COI) and past clients are not bottomless pits of opportunity unless you are aggressively adding to your list on a regular basis.
With every COI who could have chosen you but didn’t, you’re losing thousands of dollars in commission each year. Today, we’ll talk about the practical things you can start doing now to be the only one they call when it’s time to buy or sell. If you missed our previous show on this topic, listen to part 1.
To have a never ending pipeline of business, you must adopt the spokes method. The magic number of spokes you need is seven. Don’t make the mistake of going too fast to implement all seven, or you won’t become a master of any.
So, where do you start with all of this? Start with your database, and gather all your contacts. Actively purifying your list to keep producing great, quality leads and create set-and-forget systems. Listen on for more practical and game-changing ideas.
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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 request more information about their programs at joinharris.com.