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

Spam prevention
Show All Comments
Rainer
8,394
Michael McEleney
Lepic-Kroeger, Realtors - North Liberty, IA
Good stuff ...
Feb 03, 2008 01:39 PM #1
Ambassador
897,570
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Realtor - Ann Arbor Real Estate
Thanks for the help you gave me, just mentioned it in my last post. 
Feb 03, 2008 02:14 PM #2
Rainmaker
46,680
Jean Doyle
RE/MAX House Values - Mount Arlington, NJ
Morris and Sussex NJ Real Estate

Make copies of all the HUD statements from last years closings. Call those clients and offer to bring it by. Let them know they will need it for their taxes.

Feb 03, 2008 02:20 PM #3
Ambassador
1,565,811
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
Wow, Jennifer you are really hard on yourself, with the 3% shrinkage. Those people were idiots anyways. Most agents who lose something like 60% plus of past clients should have your standards. You are my SOI "guru." Keep promoting working it, because it works.
Feb 03, 2008 03:21 PM #4
Rainmaker
434,950
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Okay - get this. Not even an hour ago, one of the people noted in my blog who listed his house with someone else (but it didn't sell) sent me an email asking for the HUD statement from his 2001 closing. Unfortunately, I shredded it about a month ago (can you believe it?), but I said I'd check with the title company for him.

THIS IS A GUY I HAVE NOT HEARD FROM SINCE 2001!!! Coincidence???

Feb 03, 2008 03:54 PM #5
Ambassador
739,197
Jeff Belonger
Social Media - Infinity Home Mortgage Company, Inc - Cherry Hill, NJ
The FHA Expert - FHA Loans - FHA mortgages - USDA loans - VA Loans

Jennifer....  amen on your last part, about having conversations several times a year with each one. It's just so hard, hence why I send out hello e-mails.  Besides, the other stuff.....   glad to see that you retained so many... good luck to you in '08.

jeff belonger
Feb 03, 2008 04:03 PM #6
Rainmaker
563,198
Susan Haughton
Long & Foster REALTORS (703) 470-4545 - Alexandria, VA
Your Client-centric Alexandria VA REALTOR

Wait, first you go shopping and are NICE to people, now you are saying you are heading off to a Super Bowl party with NEW people?  Uh, did I dream up the comment you once made about your clients saying you were very good at what you did, but not particularly friendly?  One of my all time favorite quotes!  LOL 

Oh, wait, it's not a party, it's an SOI opportunity.  Whew.  Okay, I get it now.  ;-)  Have fun!!! 

Feb 03, 2008 05:04 PM #7
Rainmaker
239,383
Kim Peasley-Parker
AgentOwned Realty, Heritage Group, Inc. - Sumter, SC

A Super Bowl party in your new neighborhood?  You are outstanding!  Making your neighborhood an SOI all ready. 

Bringing up the point of not being perfect is so good.  I am one to freeze in the pursuit of perfectionism.  That is why my house is out of control!!!!

Feb 03, 2008 05:26 PM #8
Ambassador
2,434,627
Patricia Kennedy
Evers & Company Real Estate, Inc. - Washington, DC
For Your Home in the Capital
Jennifer, good for you!  I'm always surprised when I do something to reconnect and they are really glad to hear from me!  
Feb 03, 2008 06:14 PM #9
Rainer
77,643
Latonia Parks
Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC
Military Relocation Expert
You are always doing something to keep the information flowing.  Do you ever sleep???
Feb 03, 2008 06:35 PM #10
Rainmaker
592,629
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate
My SOI is too big, since I was born and raised here. It takes a lot of work to keep my attitude positive so I don't get overwhelmed =/
Feb 03, 2008 09:25 PM #11
Rainer
2,160
Brad Kress
ReStaged 2 Sell - Grosse Pointe, MI
CSP, Home Staging Pro, Interior - Exterior Redesigner

Jennifer,

Your network is something to maintain and value, thanks for the post! 

 

Feb 03, 2008 09:56 PM #12
Rainmaker
434,950
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Bradley - my social network is like gold to me...

Lisa - Too big, eh? Do you get most of your business from your SOI?

Latonia - LOL = well, it's 4am and I've been up working since 2am... so... NO!

Patricia - me too! It's a pleasant surprise, though, isn't it?

Kim - Yes, I'm hoping to do most of my business in my own neighborhood which I know backward and forward. And, fortunately, I know a lot of people here. I can also be a perfectionist which I consider a blessing most of the time. Nothing I can do about it anyway, might as well enjoy it!

Susan - Yep! I'm actually kinda friendly these days! Maybe I'm finally growing up. But yeah, you're right. It does help me be braver when I think of it as a business effort, even though, as you know, I never prospect at such events.

Feb 04, 2008 05:09 AM #13
Rainmaker
434,950
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Jeff - I, too, make heavy use of Hello emails. But one thing that inspired this post was an experience an agent friend had recently. She sold a house to a client two years ago and they really liked her. Well, they recently listed with someone else and she's heartbroken. I asked her if she's been in touch with them in the last two years and she said (rather indignantly) that she had - she'd sent them postcards and newsletters. But NO personal contact. So, I told her what I tell myself.... if you choose not to personally contact your past clients/SOI, you take the chance that you will lose them.
Feb 04, 2008 05:12 AM #14
Anonymous
Anonymous
Anonymous
Jennifer, I was directed to your blog by Missy Caulk and have just subscribed.  Thanks for your attention to SOI.
Feb 04, 2008 05:33 AM #15
Rainmaker
563,198
Susan Haughton
Long & Foster REALTORS (703) 470-4545 - Alexandria, VA
Your Client-centric Alexandria VA REALTOR

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! 

Feb 04, 2008 07:39 AM #16
Rainmaker
434,950
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of 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!

Feb 04, 2008 08:04 AM #17
Rainmaker
563,198
Susan Haughton
Long & Foster REALTORS (703) 470-4545 - Alexandria, VA
Your Client-centric Alexandria VA REALTOR
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!
Feb 04, 2008 09:31 AM #18
Rainer
274,098
Adam Waldman
Westcott Group Real Estate Company - Hauppauge, NY
Realtor - Long Island
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.
Feb 04, 2008 04:31 PM #19
Rainmaker
287,540
Mark Horan
Resident Team Realty, LLC & Toni's Property Management LLC - Saint Cloud, FL
"The Resident Chef" - Resident Team Realty LLC &
Jennifer- It is all about rebuilding the pipeline. Lose some, add some. Contact 10 people everyday.
Feb 11, 2008 01:14 PM #20
Show All Comments
Rainmaker
434,950

Jennifer Allan-Hagedorn

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