Marketing, Realtor Advice

Networking for People to Who Hate to Network

A View from the Beach
A View from the Beach

Let’s face it—a vast majority of people view networking as a chore! If you are shy, it’s especially painful. But, as a real estate agent, it’s one of the pillars of your business that is critical to your long-term success. Jodi Glickman Brown, President of Great On the Job, shares tips on how to network — and maybe even enjoy the process!

Working the Room

Scope Out the Room: A room full of strangers can be intimidating. Try to find out who’s going to be there ahead of time or ask to check the registration when you arrive. Start your networking by finding someone you already know and ask, “Is there anyone here that you think I should meet?”

Bring a Wingman: If you can, bring along a friend who is more outgoing than you and ask them to help you meet new people. You might also ask them to “talk you up” a little bit when being introduced — “My friend Jolene sells real estate and specializes in luxury homes…”

Arrive Early: Let’s face it…it’s easier to walk into a room with 10 people instead of 50!

Networking One-on-One

Listen More Than You Talk: Ask questions to get the person to talk about them self (who doesn’t like to do that?). Ask questions like, What was your first job? Or, what is your favorite website or blog? Asking about a favorite book is also a good conversation starter.

Schedule a Lunch: If you feel that you have something in common or find that you are bonding with the person you just met, ask if you might contact them in a couple of weeks for lunch! Aim for one lunch per week with someone new.

Rely On Friends: You are only about 4 people away from ANYONE you want to meet. Ask a mutual friend to make an introduction—either at the event or via email.

Get Permission to Email Updates: Especially if you regularly provide useful information about the current real estate market, home improvement tips or how to increase your credit score. Ask for permission to include them in your email notices. Most people (face-to-face) will say yes and they can always opt out if they don’t want to receive any more emails from you!

Don’t think of networking as “asking for something”. Think of it as “giving something”. It’s all about meeting new people, contacts and resources that you can tap into later!

Realtor Advice, Sales

Getting Out There is not Enough – Part 2

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Part One of this series started by addressing the great importance of networking as part of your marketing plan. Without mastering networking skills, you will be forced to base your business on cold calling. A business plan based upon cold calling puts you on a treadmill every day. Each time you close a deal you are wondering where your next transaction is coming from. This is a major reason why many sales people suffer from “burn-out.”

On the other hand, networking is the reason others succeed in the long-run. Their business plan is built with a foundation of relationships. Every deal and contact builds another part of the structure. Each transaction has you moving “forward and upward.” You could not think of two business models that are more diametrically opposed.
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Realtor Advice, Sales

Getting Out There is not Enough – Part 1

How many times have you heard a sales trainer, boss, mentor or peer say that you must go out and work your sphere of influence to be successful? There is no doubt that the vast majority of top producers base their business off of referrals and these referrals come from those they know well and/or have served in the past. On the other hand, why do we assume that everyone knows how to successfully “work” their sphere?

Perhaps that is the reason so many sales people wind up cold calling. It is not because of call reluctance—but because they do not know what to say or how to approach those they know with business issues. For lack of a better term, we will call this skill networking. Networking can be described as calling up your best friend and asking for help in building your business. It can also be attending an event in which you don’t know most of the participants and attempting to make key “contacts.”
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