If you’re a real estate agent, not the sign you want to see. Then again, maybe you do?
I was speaking with Michael Sclafani who owns and operates CKO Kickboxing. After taking back-to-back classes, it seemed like the thing to do. Mike is also a realtor associate with RE/MAX, leading a team of agents.
Of course, we talked “networking”!
Mike stays dialed into the community by getting to know all of his members at the gym, going to local events, and sponsoring causes he’s passionate about. In fact, some of his agents work at the gym too!
We exchanged some great business networking practices that most realtors and agents generally don’t, er, practice. Of course, most of these ideas apply to almost all sales leaders that focus on networking to grow their business.
Here are some highlights you won’t find on Zillow.
OWN YOUR CALENDAR
Don’t schedule a “showing” with a potential client by asking, “When are you available?” Instead, offer a couple of options. Allow others to fit into YOUR schedule. This way you’ll never have to bump a meeting or “commitment” and prospects/clients will respect your time.
OWN YOUR CALENDAR II
The sequel! Yes, related to the point above. Don’t miss your networking group meeting because you have a “showing” or client meeting. Bad excuse! This means you don’t own your calendar or value the group. What would you do if you had a client meeting scheduled, and another client wanted the same day/time? Would you bump one for the other or find another option? Unless it’s unavoidable, own your calendar.
FOLLOW UP AND STAY IN TOUCH
Realtors and agents are notoriously bad at follow up. I know because they tell me. The reason? The mindset is many agents think follow up is asking if prospects/clients know anyone ready to list their property. That could feel pushy, so FU and staying in touch doesn’t happen. Instead, invite prospects/clients to events that make sense to them. Or look to help in some way. Think like a networker, not as a salesperson.
ESTABLISH A SPHERE OF REFERRAL SOURCES
Initiate a small group made up of a mortgage banker, attorney, title closer, financial advisor, and perhaps an accountant to meet for a quick Zoom. Twice a month or monthly may work well. The purpose is to exchange ideas and leads. Keep it simple but structured. Everyone should be equally “needy”. A quick 30 minutes would be well worth the time. Just don’t bump the meeting to do a showing. 😉
FOCUS ON A TARGET MARKET
If you become known as an expert with a particular niche – first time homebuyers, empty nesters, condos, investors, relocators, etc., you will generate more referrals. Also, you can better round out your referral sources (above) to serve each of your target markets.
How can these high-level strategies apply to your business?
