Jennifer Allan was a successful real estate broker in Denver, Colorado for ten years. In her first year, she was runner-up for Rookie of the Year in the Front Range Coldwell Banker system, and was the top producing agent in her office 3 years in a row. She sold 25 houses her first year and between 50 and 70 houses per year after her third.

Almost all of these sales came from the people she knew or the people she met socially. She did no cold calling or door knocking nor did she prospect to FSBO’s or Expired listings. She didn’t even do much farming or web marketing. Almost all of her business came directly or indirectly from her sphere of influence, or SOI.

Jennifer is also a published author and has written several books about selling real estate, including “Sell with Soul: The New Agent’s Guide to an Extraordinary Career in Real Estate,” “Getting Started & Staying on Track,” “The Art of Pricing” and the book that is the topic of our discussion today “The Seduction of Your SOI: Generating Business and Referrals from the Very Important People Who Know You.”