Mile 62 by MoxiWorks Issue 49: July 2021 - The Social Issue | Page 9

turned on its head .
Regardless of distractions , you ’ ve hopefully been keeping in touch with your sphere ( also known as your network , your contacts , your database ) so that you don ’ t lose out on business you thought you ’ d already won .
Sphere-focused real estate business fills pipelines and builds longevity that ’ s exponentially more dependable than begging for top-of-funnel leads . You need to be actively communicating with your sphere of influence ( SOI ) to stay top of mind . This way , the next time one of your contacts is even toying with the idea of making a move , you ’ re the first one they ’ ll call and you ’ ll be there to help before they even consider working with another agent .
The National Association of REALTORS annually publishes a report on buyer and seller behaviors and trends . If you aren ’ t reviewing these surveys , we highly recommend you check them out . NAR recently released the 2020 report with some fantastic stats .
3 out of 4 buyers only interviewed one agent during their home search .
So , unless you ’ re reaching out to them first , it ’ s unlikely you ’ re going to be able to grab new business without an existing relationship . Consistently keeping in touch , staying in flow , is about doing more than a once-annual home value report and a sports calendar in the fall .
When surveyed , most buyers and sellers found their agent because they were recommended by a friend , neighbor , or relative , or they used their agent from a previous transaction ( NAR , 2020 ). This proves that people trust recommendations . If most buyers and sellers only interview one agent and most find their agent through a referral ,
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