NAREB Tampa Academy

Self-paced

Lead Generation: Prospecting Your Sphere of Influence

Turn the people who already know and trust you into a steady, referral-based real estate business.

19 lessons · about 2 hours · certificate on completion

What you will be able to do

  • Build and organize a sphere of influence list using the personal, professional and community circles
  • Stay top of mind with friends, family and past clients using sincere, non-pushy outreach scripts
  • Ask for referrals with confidence while respecting Florida referral rules and RESPA
  • Grow your sphere through local businesses, civic groups, faith communities and networking
  • Manage your sphere with a CRM and a year-round touch plan
  • Lead a team that nurtures client relationships and grows through referrals

The people who already know you are the strongest source of business you have. This course shows you how to build your sphere of influence list, stay in touch with friends, family and past clients in a way that feels natural, grow your professional and community connections, and keep it all organized with a CRM and a year-round touch plan.

Taught by NAREB Tampa President Keianna "KC" Carty, the course is practical from start to finish, with sample scripts, Tampa Bay examples, guidance on Florida referral rules and RESPA, and a module for broker-owners on leading teams that thrive on relationships. Short quizzes check your learning, and a final test earns your certificate.

Curriculum

Module 1: Understanding Your Sphere of Influence

  1. ReadingWhat Your Sphere of Influence Really IsPreview7 min
  2. ReadingBuilding Your SOI List: The Three Circles7 min
  3. ReadingOrganizing Your List: Tiers and Priorities7 min
  4. QuizModule 1 Quiz: Understanding Your Sphere6 min

Module 2: Friends, Family and Past Clients

  1. ReadingFriends and Family: Your Core Sphere8 min
  2. ReadingPast Clients: Your Golden Circle8 min
  3. ReadingAsking for Referrals Without Being Pushy7 min
  4. QuizModule 2 Quiz: Friends, Family and Past Clients6 min

Module 3: Professional and Community Connections

  1. ReadingLocal Businesses and Trusted Service Providers7 min
  2. ReadingCivic, Faith and Networking Groups7 min
  3. ReadingExpanding Your Sphere Over Time6 min
  4. QuizModule 3 Quiz: Professional and Community Connections6 min

Module 4: Systems That Keep You Top of Mind

  1. ReadingManaging Your SOI with a CRM7 min
  2. ReadingStaying Top of Mind: A Year-Round Touch Plan8 min
  3. QuizModule 4 Quiz: Systems and Consistency6 min

Module 5: Broker Strategies for Relationship-Based Growth

  1. ReadingBroker Strategies: Connecting with Clients7 min
  2. ReadingBroker Strategies: Empowering Your Agents8 min
  3. QuizModule 5 Quiz: Broker Strategies6 min

Final Test

  1. QuizFinal Test20 min

Your instructor

Keianna Carty

Keianna "KC" Carty is the President of NAREB Tampa, a REALTOR®, and the Owner/Broker of Sellstate Southshore Realty.

All courses from Keianna Carty