Your Sphere: Key Approach to Earn Business

Agents face challenges, but focusing on their sphere regardless of market conditions can boost business. Make personal calls and send cards to stay in touch.

NORWALK, Conn. – Key hurdles faced by real estate professionals include the rising number of new agents and reduced inventory. As of March, there were 1.5 million members in the National Association of Realtors (NAR), an increase of nearly 100,000 from March 2021.

Trisha Vierzba, a broker and team leader based in the Minneapolis-St. Paul area and a Workman Success Systems certified coach, advises agents to focus on their sphere, regardless of market conditions. She says staying in touch is agents’ single most important factor when working with their sphere.

A NAR study conducted in 2020 found that 67% of sellers who used real estate agents found them via a referral by friends or family, or they used the agent they previously worked with.

Vierzba says on her team, agents make sure they send out birthday cards to everyone in their sphere and make a personal phone call every quarter. Developing and nurturing a true relationship with people in their sphere will yield recommendations.

Other ways agents can interact with their sphere and generate excitement include hosting gift pick-up events, car shows, Pie Day giveaways or other events.

Agents also should go through their sphere and call people who own a home to offer them a no-obligation “equity check-up.” After obtaining their agreement, agents can inform them they will be sending comprehensive market analysis (CMAs) reports yearly – and follow up with a phone call to see what they thought and if they have any questions.

Source: RISMedia (04/19/22) Vierzba, Trisha

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