Doing Business .. the Good "Old Fashioned" Way

By
Education & Training with The Lones Group, Inc.
The Lones Group, Inc.

Doing Business ... the Good "Old Fashioned" Way

Make no mistake.  Real estate is a business of making connections.

If you are making connections online (and are successfully converting connections into commissions), great!  Maybe you connect best in person – one client at a time, one relationship at a time.  That works too!

Lately, all the buzz is around social media.  It’s been touted as the cure for businesses lacking money to implement more traditional forms of lead generation.  To hear the social media pundits tell it, if you aren’t using social media you might as well pack it in.

I don’t agree.  Social media is simply a means to the end.  At this point, it’s a social activity; the numbers haven’t proven yet that it’s a business-building activity.

That’s not to say people aren’t nurturing relationships online.  They most certainly are.  But remember – the result you’re seeking is a strong connection.

Many agents are intimidated by the technological changes we’re seeing in our industry. Remember: the technology should support (not supplant) the business of connections.  I’ll say it again: the business is not the technology; the technology supports the business.

I recently spoke to an agent who has been very successful in the past.  Unfortunately, she has allowed the new generation of agents to intimidate her.  She’s allowed these agents to convince her that her success depends on doing everything online.  As she’s moved her business from one based on “live” interaction to one based on an online model, she has gone from 50-70 transactions per year to fewer than 10 per year.  I don’t know about you, but I can guarantee you she’s not defining her new skills in social media as “successful”.

How much time have you spent in the last ten days posting on Facebook, trying to set up a Twitter dashboard, working on LinkedIn, adding to your circles on Google+ … and not talking to real live people?  How many hours have you spent chitchatting online about the former prom queen in high school (and how chubby she was at the 20-year reunion), and who was at the local wine bar last Thursday?

Here’s an interesting thought for you: don’t run your business like Netflix.  What do I mean?  Netflix has seen customers leave in droves this year because they didn’t listen to – or seem to care – what their customers wanted.  They were so far removed from consumers that the made a series of poor decisions.

You’re removed from your customers and clients when you hide behind social media because you’re afraid to make connections face-to-face.

The harsh truth is if you’re not willing to make connections in this business, you shouldn’t be in this business.  Save yourself the stress, the money, and the hard work.

Stop thinking that newer = better.  Get in front of people.  Connect live with your past, present, and potential clients. That’s the key to success!

By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings over two decades of experience in the real estate industry. With expertise in strategic marketing, business analysis, branding, new home project planning, product development, and agent/broker training, Denise is nationally recognized as the source for all things “real estate”. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.
close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Topic:
Real Estate Sales and Marketing
Tags:
lead generation
client communication
online networking
networking for real estate agents
lead generation for real estate agents

Spam prevention
Show All Comments
Rainer
34,891
Kim Frasier
Best View Imaging - Millbury, MA
Showcase Your Listing with its Best View

Fantastic article and great advice for people of all types of business.  Thank you for sharing

Dec 10, 2011 06:35 AM #1
Rainmaker
425,701
Denise Lones
The Lones Group, Inc. - Bellingham, WA
CSP, MIRM, CDEI - Real Estate Coaching & Branding

Thank you Kim.  While the bulk of my work is working with real estate agents the principles definitely cross over into other industries.

Dec 12, 2011 04:51 AM #2
Rainmaker
2,374,415
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Very good Hooray Denise, I am not as convinced either, so thanks for your post and hope you have a HAppy Holiday and Merry Christmas.

Dec 19, 2011 11:22 PM #3
Rainmaker
425,701
Denise Lones
The Lones Group, Inc. - Bellingham, WA
CSP, MIRM, CDEI - Real Estate Coaching & Branding

Thanks for the feedback Charles!  Happy Holidays to you as well.

Dec 20, 2011 05:51 AM #4
Rainer
52,688
Marjorie Ann Watson
HomeSmart Realty Group - Woodland Park, CO
ABR, CNE, e-PRO, GRI, PPS, PSA, SRS

Thank you, Denise, for this post.  I agree as I get overwhelmed by the online technology of it all.  I have received very few leads from online, which did not lead to any deal; however, the ones referred to me through networking with friends and acquantainces got me viable clients.  :)  I believe many are successful with online but for whatever reason I have not been. 

Jan 05, 2012 03:56 PM #5
Rainmaker
425,701
Denise Lones
The Lones Group, Inc. - Bellingham, WA
CSP, MIRM, CDEI - Real Estate Coaching & Branding

Hi Marjorie -

Thanks for your comment.  It's easy to feel overwhelmed by technology, or any new thing, actually.  What's important is knowing enough about technology to sustain your business, but understanding that you may be an agent who excels "live" with clients (and not everyone does!).  You may need a better website, or a blog, to drive online traffic to you -- and "better" could mean better content, or it could mean better positioned online.  Real estate is a face-to-face business, and all lead generation is designed to allow you to see "the whites of their eyes", if you will.  

Jan 06, 2012 06:19 AM #6
Rainer
52,688
Marjorie Ann Watson
HomeSmart Realty Group - Woodland Park, CO
ABR, CNE, e-PRO, GRI, PPS, PSA, SRS

Thank you, Denise!  :)

 

Jan 08, 2012 11:58 AM #7
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
425,701

Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding
Ask Me Anything About Real Estate
*
*
*
*
Spam prevention

Additional Information