Stop Chasing, Start Connecting: Unlock an Extra $100k+ From the People Who Already Know You
I want to be upfront with you, I don’t know what a Zillow lead even looks like. For the past three years, I’ve built a real estate business where a staggering 96% of my production comes directly from my Sphere of Influence (SOI).
I stopped grinding on cold calls and buying expensive leads because I realized the most valuable asset I had was the network of people who already know, like, and trust me. I simply shifted my focus from chasing transactions to building genuine connections.
So many of you have asked how I did it, so I’m pulling back the curtain. This isn’t about some “magic bullet”; it’s a system built on authenticity. These are my seven personal sphere hacks that have allowed me to add over $100,000 to my GCI, and you can start implementing them today.
Hack #1: I Redefined the “Appointment”
When I first started, the idea of setting one formal listing or buyer appointment every single day felt crushing. It felt like a constant, high-pressure sale. So, I threw that definition out the window.
For me, an “appointment” is simply one genuine, human connection a day. That’s it.
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It’s grabbing coffee with a friend from high school.
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It’s having lunch with a past colleague.
Hack #2: I Follow Up with Intention
My follow-up calls never start with, “Know anyone looking to buy or sell?” That approach feels transactional and impersonal. Instead, I make it my mission to add value to their lives.
Here’s how I do it: I listen.
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I ask thoughtful questions: “Hey, last time we chatted, you were looking for a contractor. How did that work out?”
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I provide value beyond real estate: I want to be the first person they call for anything—a great local restaurant, a trusted babysitter, or a good handyman.
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I remember what matters to them: I always say, “People remember how you make them feel long before they remember what you said about the market”. When you follow up on something personal they shared, you show them you truly care.
Hack #3: I “Love On” My Clients [Generously]
Hack #4: I Stick to a Consistent, Personal Content Plan
My marketing isn’t just a reel of “Just Sold” graphics. It’s a window into my life, which allows people to connect with me as a person first, and a realtor second. This is my exact weekly rhythm:
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One Reel a Day
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4-5 Daily Stories
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One Personal Newsletter a Week
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One Monthly Postcard
Hack #5: My Goal Is to Be the Connector, Not Just the Closer
Hack #6: I Leverage My Sphere’s Strengths
This is a big one. My relationship with my clients is a two-way street. Many of them are talented professionals and small business owners, and I consider it my job to be their biggest supporter.
When I need a service. Whether it’s a plumber, an accountant, a graphic designer, or a great local restaurant; the first place I look is my own database. I make it my business to send business their way.
