So, I think we all know by now that the state of this real estate market is not what it used to be and probably will never be again. Some of us have cried, some of us have yelled, screamed and complained to even our clients about all the negative changes going on. But, why? None of these things will change the market that's for sure. Not sure about you, but I've never seen a complainer that was part of the solution. Just more like part of the problem.
So, back to my question... What are you doing to find business? None of us can answer this question in just one post (hopefully). So, I wanted to contribute this post and many of my future posts to helping others come up with ideas that they may not have thought of before. I want to share some of the proactive services that we mortgage brokers, bankers and local realtors are offering the public (our potential clients) solutions. Or at least, we try and provide potential solutions to their mortgage, real estate, credit and debt problems that face most of us today.
I consider myself a people person. So, when I first got into the real estate industry I pledged never to rely on others to bring or send me business. So, I used an old sales strategy I learned while a top Marriott National Sales Manager. Lunch & Learns.
It's a simple process of understanding that most of our clients are most likely more confused than we were and need help now. They are as frustrated with the banks as we are. So, what do you do? YOU GO TO THE PEOPLE.. Don't wait for you phone to ring? Get out of your office and build relationships with your local small businesses, Chambers of Commerce and make contact with the decision makers or owners. You may even have some of these leaders in your database. Contact them and make them aware of your service. Call it want you want, create a flyer, add it to your business card. Whatever, you have to do to get the word out. That you want to be the expert that delivers important information to local companies and their employees. to help them get their finances in order at home, to help them understand thier options if they are underwater on their mortgage. Answer questions if they want to buy a home. The list is long.
Remember, every boss wants a productive employee. Your work will be to make thier employees more productive by offering a "Service to Support" all employees that will help organize and get them the answers they need to potential financial hardships of all kinds in order to be more productive at work.
How? You offer to meet with them on-site. Bring lunch, or just bring you and some printed material with the basics of what your there to do. It's AMAZING the reponse you will get. IF, you focus on solotions and positive information that may help employees that need it. You're not there to help everyone. Your there to provide information, answer questions and support the company as an internal resource. The most important aspect of this process that I can share with you is this... Don't over think it and PLEASE DON'T SELL ANYTHING. Your not there to sell, your there to SUPPORT. If you don't understand that simple rule, you will not go to far..
Again, this is nothing you may not have thought of already or have heard about at your local networking event. You see, you don't have to be all that corporate, and you certainly don't have to make yourself seem like your somebody your not. You just have to TAKE ACTION. I can speak from experience.. THIS WORKS. I do three of these a week and I do more business from just one client base to support a team. Most will think of these great idea's and maybe even shrug them off, hoping that the market will return soon. Well, I can tell you this, when the market does return you will be way ahead of your competition. Because, people remember those that stepped in front of them FIRST.
Please contact me if your interested in working with us on these projects or if you have any interest in how we impliment them.
I hope this helps someone out there.
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