Dave Ferro
Posts from November 9th, 2021
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Your book of business
Larry Kendall, author of Ninja Selling, teaches that when you work your sphere of influence properly, you should make $1000 annually per family/name in your SOI. Maintaining your database of contacts and keeping in flow with your contacts takes time and energy. But the returns on that investment are statistically much higher than those from other sources of business. It all starts with actually making a list. When I first became licensed, I interviewed with a few brokers. I remember meeting with one who started the interview by pulling out a blank piece of paper and asking me who I knew. Where he went wrong was he didn't explain why he was asking. I assumed he wanted my leads, when in fact he was simply teaching me that it all starts with that list. Fear of failure causes many new associates to keep their new career a secret from friends and families until they are sucessful. I can tell you that this is a huge mistake. Your real friends and family will likely want to see you succeed...
