Becoming an expert in an area takes research. Museums are rich in local area culture, history and facts that can lead you to contacts and better yet, interesting stories. Interesting stories about the local history, mountains, architecture or industry can be useful as "ice breakers" with clients. If you are not familar with the term "ice breakers" it's ok, it's a fancy name for "Building rapport". Stories can allow a client to get familar with an area. I don't mean breaking into a 30 minute seminar on the history of mining in Cochise County, keep it short and simple and interesting. Try to base your story on positive aspects that apply to growing community, economical growth, points of interest that bring out the best in the city. The Benson Museum and many museums have alot to offer real estate agents. www.bensonmuseum.com will probably to you to their website. Try your city website and go and visit it. Take along a few note cards and gather some story material. The other source is the local chamber of commerce. The Benson Chamber of Commerce, for instance, is staffed with people who know the finer points of the city and are prepared to share their stories with you as well. Benson Arizona is where I live and continue to grow as a "neighborhood expert in Benson Arizona".
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