Define Your Sphere
Your sphere is anyone who knows you well enough to take your call. Family, friends, former coworkers, neighbors, classmates, fellow parents, gym friends, vendors. Most agents underestimate theirs by 5x.
The 36-Touch System
- 12 monthly emails or market updates.
- 8 personal phone calls per year.
- 4 handwritten notes (birthdays, anniversaries, life events).
- 4 pop-bys (small gift dropped at their door).
- 8 social media engagements (genuine comments, not likes).
Asking for Business
The best ask isn't 'send me referrals.' It's: 'Who do you know that's thinking about a move in the next 6 months?' Specific question, specific answer.
Action Items
- List 100 people in your sphere this week.
- Schedule 5 personal calls per week, every week.
- Send 1 handwritten note per day.