We're REALTORS. We love to talk! We love to talk about houses, markets, inventory, flips, you name it. But when it comes to networking the most mundane person you meet at the Chamber meeting is the person who tells you all about his business. BLAH BLAH BLAH
When you were trying hard for that first date, what did you talk about. YOURSELF. And guess what? Then you shut up and let the other person talk about THEMSELF. If they said something you didnt' like, they were off the "cool" list. But if you really were into that person you listened hard, took mental notes and remembered their birthday.
Netowrking and lead generation are the same animals. Don't YOU hate it when you get that telemarketing call about the latest and greatest product. They tell you how great it is without finding out whether or not you need a 5 speed blender/ car starter kit!! You tune them out.
REALTORS make the same mistakes. We've got so much inventory and so many overeager sellers and not enough buyers. So we tell everyone and their Aunt Mabel about these awesome homes and where they are and the tile and the..... Guess what..they tuned you out.
What we need to do is what successfull business persons world wide do. They ask about their clients needs and wants ..yes. But they also ask about Aunt Mabel, how your kids are doing. How losing weight is going since you look so good...anything BUT business. They build rapport and care. And if you can't learn to care about your clients and their very individual needs. You need to go work in a call center and do telemarketing.
Effective listening. Not just with your ears with your heart. Tell them about you..then SHUT UP!
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