Meet Sofie Langhorne
October 13, 2021
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Meet Sofie Langhorne One of the founding members of the Compass Montecito office and Co-Principle of the Langhorne Group, Sofie Langhorne is one of the
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Meet Sofie Langhorne
One of the founding members of the Compass Montecito office and Co-Principle of the Langhorne Group, Sofie Langhorne is one of the top-producing agents in her market and a mastermind at building relationships and servicing clients.
Sofie recently joined us for Agent Talk, where she shared stories from her career, advice for new agents looking to grow their business, and offered pro-tips on how agents can build their referral network.
Sofie recently joined us for Agent Talk, where she shared stories from her career, advice for new agents looking to grow their business, and offered pro-tips on how agents can build their referral network.
On Her Early Years with Compass
You were one of the founding members of the Compass Montecito office. Can you share a little bit about that experience, and what it was like to be with Compass in its early years?
Sure. Yes, I was one of the first agents in my market to join Compass. At the time, our Compass office consisted of me, another agent, and our sales manager. When we first started, we had a huge launch team come out from New York to help us get on our feet. I even brought along my sales manager to my first few pitches as a Compass agent because I was still sort of unsure about the company and brand. But actually, my first successful pitch was to a client who was a graphic artist. She really loved the look of the Compass digital brand, and I think that’s what really sets us apart from other brokerages. People were and are very curious about Compass because it’s different, because it’s innovative and very cutting edge.
How does your business look now and where is it located?
I live and work in Santa Barbara. It’s a very tight, very small market, so you really have to know what you’re doing. It’s not like in L.A., where there are so many agents and potential clients that it’s easy to sort of hide behind bad habits. Here you really have to know your stuff. Fortunately, I lead a great team with my husband. We work together really well. And the best thing is we don’t always agree. So, when working with clients, we sometimes bring different perspectives and opinions to a deal, which gives our clients freedom of choice in where they want the deal to go. But we work well together and I love that we get to share our work.
Sure. Yes, I was one of the first agents in my market to join Compass. At the time, our Compass office consisted of me, another agent, and our sales manager. When we first started, we had a huge launch team come out from New York to help us get on our feet. I even brought along my sales manager to my first few pitches as a Compass agent because I was still sort of unsure about the company and brand. But actually, my first successful pitch was to a client who was a graphic artist. She really loved the look of the Compass digital brand, and I think that’s what really sets us apart from other brokerages. People were and are very curious about Compass because it’s different, because it’s innovative and very cutting edge.
How does your business look now and where is it located?
I live and work in Santa Barbara. It’s a very tight, very small market, so you really have to know what you’re doing. It’s not like in L.A., where there are so many agents and potential clients that it’s easy to sort of hide behind bad habits. Here you really have to know your stuff. Fortunately, I lead a great team with my husband. We work together really well. And the best thing is we don’t always agree. So, when working with clients, we sometimes bring different perspectives and opinions to a deal, which gives our clients freedom of choice in where they want the deal to go. But we work well together and I love that we get to share our work.
On Servicing Clients
What are some of the important things you keep in mind when it comes to servicing your clients?
Well, it’s really all about service. It’s all about providing excellent service. Every action we do in a transaction has to benefit our client, whether they’re a buyer or seller. It’s about exceeding their expectations. It’s also about trust, about building trust between you and the client. They have to know that they can trust you implicitly with their most valuable asset. So, you know, if you say you’re going to call them at 3 o’clock, call them at 3 o’clock. If you tell them you’re going to meet them at 4, show up at 3:45. They have to know they can trust you and that you are looking out for them.
How should agents approach new clients in terms of pitching themselves and their services?
Well, this tip is maybe a little odd, but I always try to project the image that I don’t have more than my clients. You know, I drive a mid-class Acura. I don’t try to project an image of myself leading this very luxurious lifestyle. I try to contrast that with an experience I had years ago, when a friend of mine told me a story about how a prospective agent they were interested in working with showed up to the pitch driving a Ferrari. Immediately, the client was turned off by that, thinking, “Well, this agent already has money, already has a thriving business. I want to work with an agent who needs my business and wants to give me as much of their time as they can.” I think it’s important to make yourself really amenable to the client and not be too flashy about yourself or your material things.
Well, it’s really all about service. It’s all about providing excellent service. Every action we do in a transaction has to benefit our client, whether they’re a buyer or seller. It’s about exceeding their expectations. It’s also about trust, about building trust between you and the client. They have to know that they can trust you implicitly with their most valuable asset. So, you know, if you say you’re going to call them at 3 o’clock, call them at 3 o’clock. If you tell them you’re going to meet them at 4, show up at 3:45. They have to know they can trust you and that you are looking out for them.
How should agents approach new clients in terms of pitching themselves and their services?
Well, this tip is maybe a little odd, but I always try to project the image that I don’t have more than my clients. You know, I drive a mid-class Acura. I don’t try to project an image of myself leading this very luxurious lifestyle. I try to contrast that with an experience I had years ago, when a friend of mine told me a story about how a prospective agent they were interested in working with showed up to the pitch driving a Ferrari. Immediately, the client was turned off by that, thinking, “Well, this agent already has money, already has a thriving business. I want to work with an agent who needs my business and wants to give me as much of their time as they can.” I think it’s important to make yourself really amenable to the client and not be too flashy about yourself or your material things.
On Growing Her Network
As one of the founding agents in your office, you were forced to build a network of agent referrals beyond your own market. How did you do this?
I think, first of all, agents looking to build referral relationships need to attend every possible Compass event they can. These are great opportunities to meet other Compass agents from around the country. Accelerate LIVE! was also a great opportunity for making connections. My trick with these events is to attend solo. When you go by yourself, you feel compelled to interact with others, make new connections, meet new people. Otherwise, you end up a wallflower. You also have to be willing to take new chances and be open to growth. You have to really love meeting new people, and finding the similarities between you that is the basis of any solid relationship.
And what about virtual opportunities for meeting new agents and growing that network?
My secret online weapon for referrals is Workplace. I’m usually on Workplace at least 3 to 4 times per day. It’s a great place to meet new agents and get those referral opportunities, or refer other agents that you know would be a good fit for the posting. I also set up tasks for following up with referrals. I only set a few referral tasks a day, but I commit myself to completing those calls and following up with those referrals. I actually had another colleague reach out to me the other day. He was a patient of mine from back when I was a Radiation Therapist. I always send him a little birthday message every year, because it’s such a celebration for both of us that he’s alive and healthy. Well, he called me personally after I sent him the birthday message, and we had a really great chat, and he closed the conversation by saying, “By the way, I’m going through my database and want to make sure the info I have for you is correct.” It was so seamless and easy, and that’s exactly what these calls to your sphere and to your referral prospects should be.
I think, first of all, agents looking to build referral relationships need to attend every possible Compass event they can. These are great opportunities to meet other Compass agents from around the country. Accelerate LIVE! was also a great opportunity for making connections. My trick with these events is to attend solo. When you go by yourself, you feel compelled to interact with others, make new connections, meet new people. Otherwise, you end up a wallflower. You also have to be willing to take new chances and be open to growth. You have to really love meeting new people, and finding the similarities between you that is the basis of any solid relationship.
And what about virtual opportunities for meeting new agents and growing that network?
My secret online weapon for referrals is Workplace. I’m usually on Workplace at least 3 to 4 times per day. It’s a great place to meet new agents and get those referral opportunities, or refer other agents that you know would be a good fit for the posting. I also set up tasks for following up with referrals. I only set a few referral tasks a day, but I commit myself to completing those calls and following up with those referrals. I actually had another colleague reach out to me the other day. He was a patient of mine from back when I was a Radiation Therapist. I always send him a little birthday message every year, because it’s such a celebration for both of us that he’s alive and healthy. Well, he called me personally after I sent him the birthday message, and we had a really great chat, and he closed the conversation by saying, “By the way, I’m going through my database and want to make sure the info I have for you is correct.” It was so seamless and easy, and that’s exactly what these calls to your sphere and to your referral prospects should be.
On Her Advice to Agents Looking to Grow their Business
What advice would you give new agents looking to grow their business?
I think the best agents are comfortable with being uncomfortable. Meaning, they know they need to be outgoing, they know they need to be comfortable talking to strangers, they know they need to be ok with not always having every answer. A lot of getting better at connecting with strangers and prospective clients comes from practice. And the best way to practice is by working your sphere and making those calls. Honestly, that’s all it is. Agents want to think there’s some magic solution whereby they can grow their business without making calls. But the reality is that, for most agents, 80 to 85% of their business comes from their sphere. The problem is they want to spend 80% of their time looking for ways to avoid making those calls!
And what advice would you give agents looking to strike a better work/life balance in their business?
I’m a big proponent of coaching. I think coaching will help you get to a point in your business where you can step back a little bit, look at the bigger picture, and start carving out more time in your day for a personal life. I think Chirag is a really great coach when it comes to this, because he really gives you the tools to make immediate change in your business, so you can start enjoying more of your life right away. I also think agents need to have hobbies and interests outside of work. For me, that’s philanthropy, charity, working with nonprofits. It’s not only a great way to meet potential clients, but it makes me feel good about myself and allows me to give back to others. Agents need to find their passion and their tribe. Like their clients, they need to find their place in the world.
I think the best agents are comfortable with being uncomfortable. Meaning, they know they need to be outgoing, they know they need to be comfortable talking to strangers, they know they need to be ok with not always having every answer. A lot of getting better at connecting with strangers and prospective clients comes from practice. And the best way to practice is by working your sphere and making those calls. Honestly, that’s all it is. Agents want to think there’s some magic solution whereby they can grow their business without making calls. But the reality is that, for most agents, 80 to 85% of their business comes from their sphere. The problem is they want to spend 80% of their time looking for ways to avoid making those calls!
And what advice would you give agents looking to strike a better work/life balance in their business?
I’m a big proponent of coaching. I think coaching will help you get to a point in your business where you can step back a little bit, look at the bigger picture, and start carving out more time in your day for a personal life. I think Chirag is a really great coach when it comes to this, because he really gives you the tools to make immediate change in your business, so you can start enjoying more of your life right away. I also think agents need to have hobbies and interests outside of work. For me, that’s philanthropy, charity, working with nonprofits. It’s not only a great way to meet potential clients, but it makes me feel good about myself and allows me to give back to others. Agents need to find their passion and their tribe. Like their clients, they need to find their place in the world.
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