If we do not have time to market to the world, we certainly do not have time to use every marketing tool available to us. Certainly, there are a multitude of tools available to every person in business—from telephones to computers. The key is selecting those that will be the most effective in our marketing plan. 

One tool that is always very effective in generating prospects is networking within a personal sphere of influence. Not so long ago it was difficult to keep in touch regularly with our sphere. Nowadays, the tools of technology enable us to keep in touch through direct mail or email programs. Contact management programs can remind us when to call, write, or email. 

The power of networking cannot be fully realized without technology. It also cannot be realized without asking for the business. What is the use of keeping in touch if we don’t ask? Many times we do not ask because we are not providing value on a regular basis. This value may take many forms—from education to referrals for key vendors. For example, you may be writing to let them know of a valuable sales seminar being held in the area.  Sometimes the value you deliver can be provided by synergy partners, as discussed earlier. 

Too many times we spend our money on elaborate advertising plans that do not leave us time to market our sphere of influence for referrals. Referrals from associates are typically much higher quality than cold calls or leads generated through advertising. This is true whether you are looking for real estate leads or recruiting leads. 

If you are interested in learning how to organize your networking list, I am available to help. Just give me a ring.