SOI: Building a Real Estate Agent's Sphere of Influence

SOI: Building a Real Estate Agent's Sphere of Influence For Clients

Generate a steadily increasing book of business by systematizing and enhancing your referral network of the people you know and meet.

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Course curriculum

1. Schedule a Coaching Call
2. SOI eBook
3. SOI Audiobook
4. Sphere of Influence (SOI) Referral Scripts Booklet
5. Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group
1. Module 1: Your book of business
2. Your Book of Business
3. Script: SOI Update Database
4. Daily Contact Form (fillable)
5. SOI Member Contact Form (fillable)
6. Quiz: Module 1
7. Action Steps
1. Module 2: Who do you know?
2. Who Do You Know?
3. Who Do Know from These Industries?
4. Script: Update Database & FB Direct Message
5. Quiz: Module 2
6. Action Steps
1. Module 3: Your SOI contact plan
2. Your SOI Contact Plan: The communication bouquet
3. My SOI Contact Plan
4. Action Steps
5. Quiz: Module 3
1. Module 4: What's your number?
2. Your SOI and Your Income
3. Script: Update Database & Ask for Referral
4. Quiz: Module 4
5. Action Steps
1. Module 5: Feed The Machine
2. Feed the Machine: Growing your SOI
3. Script: Asking for Referrals
4. Quiz: Module 5
5. Action Steps
1. Module 6: Your SOI means business
2. Your SOI Means Business
3. Script: Vendors and referrals
4. Quiz: Module 6
5. Action Steps
6. Who Do I Know from These Industries worksheet
7. Who Do You Know from These Industries spreadsheet
1. Module 7: The buyer lead conversion process
2. Part One: Buyers don't know what they don't know
3. Part Two: From contact to appointment
4. Part Three: Buyer and lender consultations
5. Part Four: Making things official
6. Script: Presenting the exclusive buyer agency agreement
7. Script: Handling objections to signing the buyer agency agreement
8. Script: MLS Auto-Prospecting
9. Buyer Questionnaire & Lead Sheet
10. Quiz: Module 7
11. Action Steps
1. Module 8: The seller lead conversion process
2. Part One: Overcoming common objections
3. Part Two: Getting answers
4. Part Three: The pre-listing packet
5. Part Four: The kitchen table consultation
6. Seller Lead Sheet
7. The Listing Consultation Script
8. Scripts for Listing Consultation Objections about Price
9. Urgency Objections
10. Objections about Finding a Home to Buy Before Listing
11. Overcoming Objections about Paying a Commission
12. Action Steps
13. Quiz: Module 8
1. Module 9: Do you have the time?
2. Part One: Parkinson's Law and your priorities
3. Part Two: Taking it further
4. The Top Producing Realtor's Daily Schedule
5. Sample Weekly Calendar
6. The Erase and Replace Rule
7. Graphic: The Eisenhower Decision Matrix
8. Quiz: Module 9
9. Action Steps
1. Module 10: Time to get social
2. Time to Get Social
3. Quiz: Module 10
4. Action Steps
1. Module 11: Stay on track
2. Stay on Track
3. Quiz: Module 11
4. Action Steps
1. Module 12: Client events
2. Everyone Loves a Party
3. Quiz: Module 12
4. Action Steps
5. Client Appreciation Events Packet
1. Module 13: Open houses
2. Open Houses
3. Script: Scheduling an Open House
4. Script: Promoting Your Open House
5. Script: Security and insurance for open houses
6. Script: Follow-ups for potential buyers
7. Script: Follow-up and dialogue for neighbors and sellers
8. Quiz: Module 13
9. Action Steps
1. Module 14: Develop referrals from existing clients
2. Develop Referrals from Existing Clients
3. Scripted Asks
4. Script: Past client follow-up
5. Quiz: Module 14
6. Action Steps
1. Module 15: Online reviews to build business
2. Online Reviews to Build Business
3. Five-Star Reviews Can Generate Leads!
4. Quiz: Module 15
5. Action Steps
6. Leave Us a Review Social Media Template
1. Module 16: Previewing properties to get listings
2. Previewing Properties to Get Listings
3. Benefits of Previewing Property
4. Script: Door-knocking after previewing property
5. Quiz: Module 16
6. Action Steps
1. Module 17: MLS for Success
2. Using MLS Search Updates to Provide Client Value
3. Script: Neighborhood Auto Email Drip
4. Script: Geographic farming auto email drip
5. Script: Seller lead auto email drip
6. Script: Buyer auto prospecting search
7. Listing eAlert Campaign Promotional Ad (fillable)
8. Quiz: Module 17
9. Action Steps
1. Real Estate Scripts for Past Clients - The Annual Property Analysis
2. Annual Property Analysis
3. Annual Property Analysis Presentation
4. Workbook For SOI Module 18
5. Real Estate Agent Communication Skills: Creating Value and the FORD Questions
1. Post-Course Survey

About this course

Free
128 lessons
9.5 hours of video content

Icenhower Institute

SOI: Building a Real Estate Agent's Sphere of Influence For Clients

Course curriculum

Get Started Here!

Module 1: Your Book of Business

Module 2: Who Do You Know?

Module 3: Your SOI Contact Plan

Module 4: What's Your Number?

Module 5: Feed the Machine

Module 6: Your SOI Means Business

Module 7: The Buyer Lead Conversion Process

Module 8: The Seller Lead Conversion Process

Module 9: Do You Have the Time?

Module 10: Time to Get Social

Module 11: Stay on Track

Module 12: Client Events

Module 13: Open Houses

Module 14: Develop Referrals from Existing Clients

Module 15: Online reviews to build business

Module 16: Previewing properties to get listings

Module 17: MLS for Success

Module 18: The Annual Property Analysis

Post-Course Survey

About this course