Hi folks. I am grateful to get to work with a group of people and agents like yourselves. I learn from your ideas and experiences daily and it helps me to consistently improve my mindset and skillset. I've also adjusted my daily activities to work smarter and better to serve my customers, clients and friends.

I say this because some of the things I'm doing today, I learned from some of YOU. Many of you have better ideas about how to maintain relationships with your Sphere of Influence (SOI) and consistently deliver value to those folks, so please feel free to share. We all make each other better!

But if you're feeling stuck, maybe your business is a little slower than you're used to this time of year, and you aren't working daily in Real Estate, rest assured: right now is a great opportunity to show your worth to your SOI, gain a few more transactions this year and set yourself up for the best 2023 possible. We're in a transition period in Real Estate right now and our SOI who count on us are nervous and probably confused. There is work to be done. 

Here's the challenge that I've put out to myself and my Fairhope office team between now and December 9^th (six weeks):

1. Use CRM campaigns to update your entire SOI 2x per month.

• Use stats from company posts, Baldwin Realtors (BR), our newsletters, AREC and other sources. There's plenty of materials to be used that are reassuring and realistic about the current and near future state of Real Estate in our markets. I personally customize the articles in the e-Newsletter and send one stand-alone campaign per month. It's a good ongoing practice and the response that I get is that my folks like the info. (Just sending our BR's Monthly Government Affairs reports is an awesome resource to send. I just cut and paste for my area, and of course, give credit to the source.)

2. Contact everyone in your CRM. 

• When you make the FORD call, offer a Real Estate Review if you've not done one for them this year. I've adjusted my practice and started using Bellator's Present tool by Moxiworks for these (found in Square One under company tools). Once you get the hang of it, it's not hard and it's pretty quick and creates a really professional product. 
• Make sure all autoflows for that contact are on and working.
• Have Christmas cards on your desk and go ahead and address and write them a personal note on one. Don't send yet, wait until early December. I've had too many years when I'm late on this, so now seems like a great time to start.
• Once they've seen their appreciation (which is likely substantial), ask if they're currently paying MPI on their loan. They can call their lender to find out, and they can send the .pdf version of their real estate review to their lender to see if they can remove it. This could save them $200-$400/month for the rest of the life of their mortgage. If they can do this, you've made a life-long friend and client!
• If you have to leave a voice mail, go ahead and text and email (or mail) the Real Estate review. Mention the next point in the email if you can't talk to them personally.
• Saved closed sale search for their neighborhood 
• Mail-out Newsletter
• e-Newsletter
• Lolo gift
• Monthly Market Snapshot

Finish this on each contact before moving on. Working 5 days a week for 6 weeks gives us 30 days to get through this. If you have 50 contacts in your CRM (looking to make $50K a year), do two day and finish early. If you have 200 contracts (looking to make $200K in Real Estate), you'll need to do 7 per day.

**Ninja says expect $1,000/year per contact who is worked properly, and I've found it's closer to $1,500 - $2,000 year in my market on the ES.

If you expect your SOI to call you when it's time to buy, sell or refer, earn that spot in their mind now. Take care of them, be their expert, be their advocate RIGHT NOW.  Once you've worked through the entire list, you're 100% set to start 2023 strong and not miss a single deal from you SOI.

TSW - Have a great weekend friends!