Gina Sharma's Proven Playbook for Building a 96% SOI and Referral Business
In Episode 30 of The OT Only Teams for Real Estate Podcast, we had the privilege of hosting Gina Sharma, a powerhouse real estate agent from Alpharetta, Georgia. Gina has crafted an exceptional business, with an impressive 96% of her transactions stemming from her sphere of influence (SOI) and referrals. In 2023 alone, her team closed 184 transactions, generating $69 million in sales volume.
Gina's approach to real estate is a masterclass in nurturing relationships, delivering value, and fostering team accountability. Whether you're a seasoned agent or just starting out, her strategies can provide actionable insights to grow your business.

Gina's Team Structure: The Backbone of Her Success
Gina's team is lean yet highly effective. Here's how her structure supports her business:
Team Members:
Two virtual assistants (VAs)
A client care coordinator
A closing coordinator
Five agents
Future Growth: Gina plans to hire an Inside Sales Agent (ISA) by year-end to manage leads and book appointments.
Her focus on delegating tasks and maintaining a supportive team culture ensures that every client receives top-tier service.

Winning Strategies for SOI and Referral Business
Gina shared her recipe for nurturing her database and keeping clients engaged. Here are her key tactics:
1. Hosting Memorable Client Events
Gina organizes five annual events tailored to her clients’ preferences, including:
Happy Hours and Bowling Nights: Perfect for casual client engagement.
Fall Festivals: A family-friendly favorite.
Movie Screenings: An opportunity for relaxed bonding.
Budgeting between $1,500 and $8,000 per event, Gina leverages sponsorships and brokerage support to maximize value while minimizing costs.
2. Personal Touches That Make a Difference
From handwritten note cards to thoughtful birthday gifts, Gina ensures her clients feel appreciated. She collects personal data (like anniversaries and hobbies) to make interactions meaningful.
3. Providing Value Beyond Real Estate
Gina hosts investment seminars and estate planning workshops, positioning herself as a resource for her clients’ broader financial goals. This approach not only builds trust but also solidifies long-term relationships.
4. Leveraging Technology for Engagement
Gina uses tools like Brevity to send home equity reports, empowering her clients with insights into their property values. These reports double as touchpoints, keeping her database engaged and informed.

Event Planning: The Secret Sauce
Gina's process for event planning is meticulous yet replicable:
Preparation: Send out evites, make follow-up calls, and text reminders.
Execution: Host events that reflect her clients’ interests.
Follow-Up: Collect feedback and use it to tailor future events.
These events aren’t just gatherings—they’re opportunities to deepen relationships and generate referrals.

Team Accountability: Driving Performance
Gina places a strong emphasis on team culture and accountability, ensuring her agents are aligned with their goals.
Daily Huddles: Foster communication and track progress.
Weekly One-on-Ones: Dive into challenges, activities, and growth opportunities.
Continuous Learning: Encourage agents to ask questions, set goals, and prioritize personal development.

Takeaways for Real Estate Professionals
Gina's approach can transform your business by focusing on these key principles:
Nurture Relationships: Your SOI is your goldmine. Build it intentionally with every interaction.
Be Memorable: Host events and add personal touches that keep you top of mind.
Provide Value: Go beyond transactions to offer resources and education.
Stay Accountable: Keep your team and yourself focused on consistent activities that drive success.

Start Implementing Today
Whether you’re scaling your business or just starting out, Gina’s strategies offer a proven roadmap. Pick one or two tactics—such as hosting a client event or sending out personalized cards—and watch your business thrive.
For more insights and strategies, tune in to The OT Only Teams Podcast, where we dive deep into the playbooks of top-producing agents like Gina Sharma. Don't forget to subscribe and share!

свернуть