We real estate agents love our systems, don't we? If we can purchase a product that will help us streamline our prospecting efforts, we're all for it. Where do I sign? But let me fly in the face of convention here and say … STOP! Stop with all the systems and programs and products!

Why? Because when pursuing business from the Very Important People Who Know You (that is, your Sphere of Influence or SOI), it's important to make them feel special. And no system, program or product is going to do that FOR you. You actually have to do it yourself.

Here are some examples of what I mean.

I was recently asked by one of my readers if I recommend putting past clients on a 5-year drip campaign that automatically sends out anniversary cards and seasonal postcards. My answer? NO! My SOI database (and especially my past client database) is precious to me. Every name on there has the potential to bring thousands of dollars to my business and deserves my respect and attention.

Before I send anything out to my SOI, I go through my list carefully to make sure it's up to date, with accurate information. This exercise also inspires me to personally "touch" those who I enjoyed getting to know with a more personal effort (phone call, personal email, whatever). I want to stay intimately in touch with the names in my database. If I put my SOI on any sort of automatic drip campaign, I feel I'll lose that intimacy and connection, and will be just another real estate agent looking for business.

Want another example? I recently sent out a mass-email to my SOI offering to put interested parties on a list to receive a monthly market report created by a local economist. When the responses started coming in, I tried to figure out a "system" to track respondents and automatically send out the report every month. But then I caught myself … by systematizing this process, I'm throwing away a wonderful opportunity to connect with my SOI every single month when I personally email them the report. I mean, DUH! They are ASKING to hear from me; why waste the chance to toss in a short personal note each month that might make them smile (and believe me, that personal note will have nothing to do with how much I love referrals! Ick).

One more … one of my agent friends asked me a few weeks ago if she should purchase a program that automatically sends out birthday cards to her SOI. Sheesh. Is it really too hard to actually sign and mail a card to someone you care about? I mean, c'mon!!! Are we real estate agents so important and so busy that we can't take five minutes to write "Happy Birthday!" on a card, sign it personally, address the envelope and slap a stamp on it? Please say it isn't so!

One thing I love about this business, especially my 100 percent SOI business, is that every little thing I do that goes above and beyond what I "have" to do can result in a huge financial payoff for me. Personal notes (that I actually wrote myself), personal emails, and personal phone calls … this is where the money is … at least if you're gonna SOI … .

Published: July 10, 2008

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Jennifer Allan-Hagedorn was a top producing real estate broker in Denver, Colorado before writing her first book in 2007. Since then, she has written several more books about the business of selling real estate including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect, the sequel, If You're Not Having Fun Selling Real Estate, You're Not Doing it Right and her latest, to be released in Spring 2011, Prospect with Soul for Real Estate Agents. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe Below to Enroll in the Daily Seduction Newsletter Mini-Clinic - Tips and Strategies to Generate Business and Referrals From Your Sphere of Influence! Your Full Name Your Email Address