To get ahead, don’t just work your own sphere of influence. Work the spheres of people you are close with, too. Photo credit: Morguefile.com
There’s no shame in the game of business. You’ve got connections — friends, family, business associates — and they’ve got connections, too. So why not use them?
We’re not suggesting that you turn your loved ones into puppets for your own gain. But the people you hold dearest to your heart could also help you get more business if they know the right people.
In fact, working not only her own sphere but the sphere of her husband has put Wendy Papasan, an agent with Keller Williams Realty in Austin, Texas, on track to triple her sales from last year. This week, SuperAgentsLive.com founder Toby Salgado interviews Papasan about how her husband’s deep connections to other agents in the real estate industry opened doors for her left and right. Wendy’s husband, Jay, is her business partner, as well as vice president of publishing and executive editor at Keller Williams. Starting out in the industry, she says, referrals from Jay’s sphere of influence made up 46 percent of her business. She closed $20 million in transactions as only a part-time agent. Now in her first year as a full-time agent, Wendy’s targeting $65 million in business thanks in no small part to referrals from her husband’s connections.
It’s not that she couldn’t do it herself. It’s that she leveraged her relationship with her closest ally. In the podcast interview with Wendy below, you’ll learn, among other things:
How leverage was the most important thing in reaching her success
Why she focused on agent-to-agent referrals
Why she sends out a handwritten card to everyone she meets
How she failed her way to success
Why she hired new talent to free her up to go out and find new business
Toby Salgado is a serial entrepreneur and has built multiple high-seven-figure companies in technology, finance, and real estate. His latest project is Super Agents Live, where he interviews the top-producing real estate agents, coaches, authors, and influential voices in real estate. All of the interviews are free; find them at www.superagentslive.com.