Referral Networking – You must plant before you harvest

Services for Real Estate Pros with Hawks Mountain Consulting

“What is in it for me?”

NOTHING … if this is the attitude with which you approach any potential networking group or activity, and even more so if the group is designed to bring referrals to its members.

Relationships – networking, marketing, sales, business development – it is all about relationships. The only time you can “play the numbers” is if you have a limitless advertising budget and you don’t really care with whom you do business. I’m sure the large soda manufacturers don’t really care about “you”, the individual. They care about “you” the collective, and for them, the numbers game works.

But for the small business, you don’t have that luxury. You *must* focus on the relationship; you must get people to know, like, and trust you before they will do business with you. Which means, you must GIVE *before* you GET. Period. It doesn’t work any other way. The exception to the rule would those brave souls who run a non-profit (a legitimate one, where 90% of the money isn’t going to salaries) – those people “give” of their time, their advice, their spirit, and their energy. If you work with anyone like this, you should be spending an hour a day trying to think of ways to either help them, promote them, or find them people that will donate to the cause.

For the business person, however, you need to develop relationships. The easiest way to do this is to be more interested in what everyone else does, and less interested in talking about yourself. Be more interested in finding out what the challenges are that are facing the members of your group, and then actively look for a solution, or someone who might be able to help.

Become a connector, and learn to actually care about your othere members. When you do that, they will begin to see your value, and it will be easy for them to refer business your way. A quote I learned a long time that has stuck with me, “People don’t care how much you know, until they know how much you care” is very true, especially in a circumstance where the recommendation puts their own reputation on the line. Why would I recommend business to someone I don’t like or trust?

The bottom line here: get involved! Spend the time and effort to learn about others, and their businesses, and help them to overcome their challenges. That which you plant you shall reap; so help others, refer business to them, and then watch as your own phone begins to ring off the hook or people start seeking you out for advice, interviews, expertise, or solutions.



Comments (3)

Evelina Tsigelnitskaya
SIB Realty - Sunny Isles Beach, FL

Great post, Patrick!

Give and take, take and give. Every deal, every relationship (business or personal) has to have this "Give-Take"

Jul 11, 2011 04:00 AM
Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Colorado Broker / Referral Services

Good points you have brough up, Patrick!  Yes, one most have something of "value" when creating a relationship for networking.  Giving to that networking group will eventually bring back something to you.  Only through building a relationhip with others, will they come to believe that you are the expert they will come to for real estate advice.

Jul 11, 2011 04:07 AM
Ty McInturff
Union National Mortgage - Fort Wayne, IN

Excellent Post!!

I agree 100% with and try to give before taking.   Kudos!

Jul 26, 2011 08:31 AM