I find that so many of my clients are marketing avoidant when it comes to their sphere of influence. And yet statistics show that your sphere of influence can be the greatest source of referrals. This article show you how to dig in and get the gold.

Tip 1: Define and Rate your Sphere of Influence

When is the last time that you took a good look at your sphere of influence? What is the total? What are the categories in that group? Do you have past clients, friends, acquaintances, people you hardly know? Before you do any thing else go into your data base and group your sphere of influence in categories.

Do you know who in your sphere is likely to refer to you? Do you know who in your sphere already works with another agent? How many have moved away? Start deleting the inappropriate ones.

Be sure to ask all of them this question at some point: If you were buying or selling a home do you have a Real Estate Agent that could help you?" If they say yes delete them. There is no point in continuing, they are not prospects. By keeping in touch with your sphere of influence as we will describe below, youll begin to find out who is an A, B, C, or D.

A = Someone likely to refer to you
B = Someone who with a little more contact with you, would refer to you
C = Questionable
D = Delete

Tip 2: Send an Item of Value to your Sphere Each Month

In my 10 years of coaching Real Estate agents to double their incomes , I am amazed at the fact that sometimes their sphere never gets a mailing. Or sometimes the mailing is not well thought out. I worked with a client today who admitted that the material she was sending to her sphere was standard and boring. We brainstormed about Items of Value that would be interesting, fun and unique. So far she has come up with recipes and inspiring quotes. What do you send to your sphere of influence?

Is it something you would want to receive and find valuable? If so, then I guarantee that your sphere will like it too. How many creative Items of Value can you come up with?

Tip 3: Overcome your Blocks to Calling your Sphere

Everyone I have ever worked with resists calling their sphere. They tell me things like:

I dont want them to think I want something from them
Im afraid they wont like me
I dont want to be like a telemarketer

The list goes on, but I think you get the idea. What you need to understand is that youre a giver. When givers give to other givers, they get back. So, in other words, if you send an Item of Value , you are giving, when you chat with them and listen to whats going on in their lives, youre giving again. So at the end of the call, say something like, "Oh by the way, if you hear of anyone even whispering about buying selling a home, please give me a call with their name and number". Then say, Ill be happy to send referrals to your business, as well." Guess what? Youre giving again.

After doing these calls monthly (after your mailing of Items of Value) youll begin to know your sphere of influence and theyll know you. Youll begin to learn which ones are youre As, Bs, Cs and which ones to delete. Then what will happen is that youll be in their stream of consciousness. So youre the first one theyll think of when they think of real estate. Dont be surprised if you get referrals in the first few weeks.

Tip 4: Be in the Right Mindset

Dont make these calls if youre feeling anxious, upset or desperate. Remember, desperation doesnt sell. So psych your self up in the right mindset. Think of your self as a giver and how happy they are going to be to hear from you. Tip: if you have been thinking negatively, switch your focus to what you are grateful for. That usually puts you in a much better mood to pick up the phone.

Tip 5: Make it a Daily Ritual

Just like brushing your teeth, calling some people out of your sphere of influence is essential. Even one a day is OK. Only call several times a day if you want your income to raise quickly.

Decide when to make your calls and keep at it until youve reached the people you were trying to call . Expect that several weeks after doing this, it will feel a lot easier. An extra perk is that youre going to be deepening some great relationships and youll experience the same pleasure of calling them us as you would with a good friend.