Be Specific When You Network

Be Specific When You Network

Many of us go to networking events or to regularly scheduled networking meetings.

Of course, when we meet someone, we tell them our name, our organization, and our profession.

If you happen to be a real estate agent, then you are one of a million, or, at least, there are enough other real estate agents, that you can easily blend together with this huge crowd.

Let's say that you are sitting in that regular networking meeting and your turn to speak comes around.  Once it is established that you are a real estate agent, then the other members in the group are thinking about whether or not they know anyone who is looking to buy or sell a house.  At the same time, they are, also, thinking that they already have a friend, family member, agent that they have used, who they will recommend.

Of course, you can describe yourself such that you stand out from the crowd.

Or, you can be specific when you are asking for leads.

I don't mean specific in the sense that you want to list that nice house at 123 Elm Street or you want to help Joe Smith to buy a house.

Think in terms of whom it is that might be able to be a continuous source of leads.

Here are some examples:

• An Executive Job Recruiter:  This person is constantly trying to match companies that have certain employment needs with people who have the skills, education, and background to fill those positions.  Frequently this involves someone who will need to relocate.  While the recruiter is working on the relationship between the job candidate and the company, you, as the real estate agent, can help to make the housing relocation as smooth as possible.  Such a relationship benefits the recruiter and the agent.
• A Retirement Community:  People who want to enter a retirement community, often have a house that they want and need to sell in order to get into the retirement community.  If an agent has a relationship with a retirement community, then this organization will refer people who need to sell their homes so that they can have a new resident enter the community.

You can take it a step further and mention specific Recruiting Firms and Retirement Communities.

When you get specific like this, then the business people with whom you are networking are allowed to think in a completely different way about what you need.  You are not just a real estate agent, but you are a business professional looking to make business to business relationships.

This does not limit you from getting direct leads for people who need your services to buy or sell a home, but it does open up a whole new set of possibilities.