We salespeople love our systems, don’t we? If we can purchase a product that will help us streamline our prospecting efforts, we’re all for it. Where do I sign???

But… but… but… let me fly in the face of convention here and say… STOP! Stop with all the systems and programs and products!

Why? Because when pursuing business from the Very Important People Who Know You (that is, your Sphere of Influence or SOI), it’s important to make them feel special. And no system, program or product is going to do that FOR you. You actually have to do it yourself.

I was recently asked by one of my readers if I recommend putting past clients on a 5-year drip campaign that automatically sends out home purchase anniversary cards and seasonal postcards. My answer? NO!

My Sphere of Influence (SOI) database (and especially my past client database) is precious to me. Every name on there has the potential to bring thousands of dollars to my business and deserves my respect and attention. Before I send anything out to my SOI, I go through my list carefully to make sure it’s up to date, with accurate information. This exercise also inspires me to personally “touch” those who I enjoyed getting to know with a more personal effort (phone call, personal email, whatever).  I want to stay intimately in touch with the names in my database. If I put my SOI on any sort of automatic drip campaign, I feel I’ll lose that intimacy and connection, and will be just another real estate agent looking for business.

I recently sent out a mass-email to my SOI offering to put interested parties on a list to receive a monthly market report created by a local economist. When the responses started coming in, I tried to figure out a “system” to track respondents and automatically send out the report every month. But then I caught myself… by systematizing this process, I’m throwing away a wonderful opportunity to connect with my SOI every single month when I personally email them the report. I mean, DUH! They are ASKING to hear from me; why waste the chance to toss in a short personal note each month that might make them smile?

One of my real estate agent friends asked me a few weeks ago if she should purchase a program that automatically sends out birthday cards to her SOI. Sheesh. Is it really too hard to actually sign and mail a card to someone you care about? I mean, c’mon!!! Are we really so important and so busy that we can’t take five minutes to write “Happy Birthday!” on a card, sign it personally, address the envelope and slap a stamp on it? Please say it isn’t so!

One thing I love about being self-employed is that every little thing I do that goes above and beyond what I “have” to do can result in a huge financial payoff for me. Personal notes (that I actually write myself), personal emails, and personal phone calls… this is where the money is!

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