You Won't Win 'em All with Your SOI... and that's okay

By
Education & Training with Sell with Soul

I'm pretty darn good at SOI'ing - that is - staying in touch with the people I know so that they remember who soithe heck I am and why they might want to think of my name when the topic of real estate comes up. My SOI enthusiastically supported me in my rookie year and throughout my real estate career... and I have no reason to doubt that they will continue to do so.

But, alas, even I'm not perfect. Sigh.

I just did an annual review of my mailing list to see if anyone hired someone other than me to sell their Denver home in the last year. The Denver MLS allows me to input an address and it tells me if there has been any activity on it in the last three years. It's always a bit of a rush when the address pulls up NO ACTIVITY, but then such a crashing disappointment when I see a SOLD ON date (or even worse, an ACTIVE SINCE date which means I JUST missed them!).

So, since I'm getting ready to launch a big SOI Reconnection campaign, it seemed like a good time to go through the list.

So, how'd I do?

Not bad, actually! Out of 156 contacts who own a home in Denver, only FOUR, yes FOUR of them hired someone else to sell their home! A few more did list elsewhere, but the homes never sold, so they're fair game.

The best news is that the people who "strayed" weren't people I'd made much effort with, so I can't feel too bad. In fact, none of them were anyone I'd actually had a conversation with since the closing - I'd just sent them stuff on a semi-regular basis.

And that's the thing about SOI. There's only so much you can do and you'll go crazy if you try to be perfect. If you could have a personal, non-salesy conversation with every single person you know twice a year, you'd probably bat 1000 with your SOI, but no one can do that! Well, maybe you can, but I can't.

So, I'll just quietly celebrate my 3% shrinkage and commit to making some new friends tonight at the neighborhood Super Bowl party!

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the sunglasses to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
Real Estate Sales and Marketing
Tags:
all blogs
soi
sphere of influence
prospecting
referrals

Comments 20 New Comment

Rainmaker
471,626
Susan Haughton, REALTOR Alexandria VA Homes for Sale

I read a blog recently where the poster wrote about not hearing from a buyer prospect for some time and when they finally reconnected, she found out they had a 5 month old child she was unaware of.  The point of the post was the say just because you do not hear from your clients doesn't mean they don't like you, they may just be busy. 

Of course, all I could think of was, that means a minimum of 14 months with no personal contact!  I agree totally about the personal contact part and I need to get better at that.  Some clients make it so easy to stay in touch on a personal level;  other clients, particularly those with whom you may not have as much in common, are more difficult.  That's where I tend to procrastinate! 

February 04, 2008 07:39 AM
Rainmaker
428,374
Jennifer Allan-Hagedorn
Author of Sell with Soul
Sell with Soul

Susan - Frankly, I don't stress much about having personal contact with people I don't have anything in common with. I focus my PC efforts on people I'm not scared of and just hope that my secondary SOI efforts will reach enough of my "everyone else" group.

In fact,I just went thru my database and took out a whole bunch of people who I just don't feel good about, for whatever reason. Not people I don't know well, but those who I think don't like me or I don't like them! Now, my goal is to replace all those folks I "lost" with people I feel more comfortable with!

February 04, 2008 08:04 AM
Rainmaker
471,626
Susan Haughton, REALTOR Alexandria VA Homes for Sale
That's a good plan...and makes me feel better.  I have had two clients in the past with whom I severed all contact, otherwise, I have fond memories of all of the rest of them.  Out of those, however,there are a few with whom I just don't have a lot in common and to make personal contact would be awkward, as in, "what do I say?"  I do drop them the occasional email, but that's all I do.  I don't pick up the phone, for sure.  I'm glad to know I'm not alone in that!
February 04, 2008 09:31 AM
Rainer
274,084
Adam Waldman
Realtor - Long Island
Westcott Group Real Estate Company
JENNIFER - This is a very good thing to keep in mind with SOI.  If we can't stay in real contact with people, we are surely to lose some.  There's also the chance that at some point, people will be friends with, or related to a new agent and feel a sense of obligation.
February 04, 2008 04:31 PM
Rainmaker
277,497
Mark Horan
"The Resident Chef" - Resident Team Realty LLC &
Resident Team Realty, LLC & Toni's Property Management LLC
Jennifer- It is all about rebuilding the pipeline. Lose some, add some. Contact 10 people everyday.
February 11, 2008 01:14 PM
Rainmaker
428,374

Jennifer Allan-Hagedorn

Author of Sell with Soul
Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the music-note to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase: