I strongly believe that real estate is a business of relationships more so than an other sales environment in my experience. I have read that nearly 90% of extraordinary Realtors' business comes from referrals or through personal contacts. They constantly get in front of new people and re-visit past clients and contacts. The best way that I have found to meet new people is to be a joiner.
I have joined several different organizations both recreationally and professionally. It can be anything, but find something that really interests you. Don't join just to join!
I have created many deals in the last few years from joining groups.
Joining something gives you the opportunity to meet people with common interests and almost magically you begin building relationships. Of course, over time they get to know about your career. Hopefully sooner than later. Since you did not approach them as a "salesperson," you breakdown many barriers that prevent you from having a real chance to connect with people. Clients formed in this manner will be much more loyal and become excellent sources of referral and repeat business. It doesn't take long for a few relationships like this to produce a healthy stream of income.
The best part is that you are working with people that you, have things in common with, and connect with at a personal level. You are not just "the guy that sold them their house." These relationships will help you when you recommend attorneys, lenders, and inspectors. Even if you are new in the business, they will listen to your advise and recommendations. Now, you are in a much better situation to assist them and get them to that closing table because they are in great hands with your referral network. When all is said and done they will have a better experience, smoother transaction, and different outlook on you, real estate, and the sales profession.
These are the type of clients that you can build a long lasting business around. They are also people that you will remain friends with for a long time to come. I would like all of my business to start from some kind of relationship. It makes everything so much more rewarding.
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