I read a great post this morning on Active Rain entitled "Why Does SHE Get All The Business?", by Cindy Marchant. In her article she talked about the never ending question agents have about HOW someone else in their marke (or in their office) is getting all the business and leads. The first common misconception is that this agent must be doing something underhanded to get business.
Too many times I've heard the rumbling at the water cooler, from agents who seem to think that the way someone else in the industry gets 'all the business' can only come from sneaky efforts. These are the agents that you find at their desks all day, waiting for the business to fall into their laps, like Manna from the sky. When it doesn't happen, they assume the universe just isn't lining up just right for them, or that someone else is the 'golden child'.
If you were to look further into the successful agent's business, you would be more likely to find that they are working systems they have put into place, networking out in the public, volunteering their extra time for causes, and giving service when they can. These are the people that are building RELATIONSHIPS with their market, and not just hounding everyone for their business.
I was surprised to see an article this past week that Inman had published, Real Estate Prospecting Fundamentals, which seems to be touting the old school prospecting method of brow-beating every person you come across, to see if you can gain their business or the business of someone they know. NOBODY likes to be "sold" to these days, so if this is your approach - you better take a step back and re-evaluate your business strategies.
Cindy Marchant's article discusses how it's important to network, and that networking is NOT one-sided. It's about building RELATIONSHIPS, and about ADDING VALUE.
The best way to build a great lead-generating business is by having systems in place to stay connected with prospects, after they first put their hand up and let you know they are in the market to buy or sell.
Take a look at your lead generation strategies. Do you have a system set up, both online and offline, that builds relationships with prospects? Does your website or blog give something of VALUE to those who land on it? Do you have a way connect with those people, once they have been to your site, and give them even more value - which builds credibility and rapport with your prospects, and starts to build you up as an authority in their minds? Or are you just another real estate agent . . . just a commodity??
Are you out in the community, connecting with the public? Are you offering your time and services in clubs or organizations, outside of real estate? Are you providing VALUE, before asking for business?? People respect those who take time to answer questions, and give their time to serve.
What about your website? Does it build you as an "Authority" in your marketplace?
I've created a free video that addresses what it is to build "Authority" in the minds of your prospects, and set yourself apart from the pack. If you're interested in viewing the video, check out this link: TRUSTED AUTHORITY.