What Is Your Sphere of Influence?
Your sphere of influence (SOI) is the group of people who already know, like, and trust you. This includes family, friends, former colleagues, neighbors, and community connections. For new agents, your SOI is your single most valuable asset.
Building Your Initial Database
Start by listing everyone you know. Most agents can identify 100–200 people when they really think about it. Load these contacts into your CRM and categorize them by relationship strength.
- ✓Review your phone contacts, social media connections, and email history
- ✓Add names from community groups, sports leagues, and religious organizations
- ✓Include past coworkers, classmates, and service providers
- ✓Aim for at least 100 contacts to start
Staying Top of Mind
The key to SOI marketing is consistent, valuable touchpoints. Aim for 12–36 touches per year through a mix of channels.
- ✓Monthly market update emails
- ✓Quarterly check-in calls
- ✓Social media engagement (comment, like, share)
- ✓Annual events or client appreciation gatherings
- ✓Handwritten notes for birthdays and milestones
Expanding Your Sphere
Grow your SOI by being active in your community, attending networking events, joining local organizations, and providing value before asking for business. Every person you help becomes a potential referral source.