Which Kind of Sphere of Influence Do You Have?

It's real estate basics: 60% of your business comes from people you know — your sphere of influence. Your neighbors. Your book club members. Your past clients. Your agent friends.

And whether you are a rookie agent or a seasoned veteran, these relationships are your bread and butter for referrals and repeat business. But interestingly, not every real estate agent defines their sphere the same way. We looked at four distinctive perspectives on sphere of influence — and the personalities that go along with them.

1. The 'all inclusive' agent

Ask this agent who's in her sphere and she'll tell you, "Everyone I know!" This is the agent who will meet you once and *poof* you're on her newsletter list. She's a hard core business card keeper, and wants a contact list the size of the Manhattan phone book. (Boy, remember phone books?)

2. The 'inner sanctum' agent

This agent is the opposite of the previous. For this agent, his sphere is small and closely-guarded. Only his closest contacts gain admission — maybe a baker's dozen, tops. They are probably his longest relationships, too, carried over through years of business dealings. And most of his business comes from these core contacts.