A lot of new real estate agents define their "Sphere of Influence" as "My friends and family." We throw that phrase around a lot when talking about pursuing business from the people we know.
But really, your friends... and your family are two very different groups of people.
Your friends are much more likely to be good sources of business for you, believe it or not. Your family... eh.... it might take them awhile to warm up to the idea of sending business your way. It will take even longer if you pester them or whine when they choose another agent to refer to or even hire for their own real estate transaction.
It's possible your family may never be a good source of business for you! And that's okay!
In fact, how about letting your family off the hook from the start. Tell them upfront that you'd be happy to chat with them about real estate issues, but you'd prefer to keep your business and your family separate. This may sound counter-intuitive to everything you've ever heard about running a business based on the people you know, and yes, you CAN combine your business and personal lives - but family is different. I don't know why, they just ARE.
Don't put yourself in the position of being avoided at family functions because everyone is afraid you'll prospect to or hassle them for their non-support. Besides being rude, it also makes you look... well... desperate. And terribly unprofessional.
Act "as if" you have plenty of business and that you're having tons of fun. They'll come around.
Have a question or comment for Jennifer? Email it to info@vaned.com!
Guest Author Jennifer Allan-Hagedorn has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. The latest release of her book is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com or attend one of her free teleseminars on a variety of topics of interest to the real estate community.
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