All of us in the Real Estate profession have seen networking highs and lows. Below is list of quick tips designed to refocus your efforts for maximum return coupled with the minimal wasted effort.
- Make sure you first think of your target audience. Although things like networking groups and local Chambers of Commerce can be helpful, this might not be the best use of your time. Real Estate professionals are more likely to have more referrals from people that make their living in the same field. Think of lenders, title companies, surveyors, etc.and make sure to refer qualified business to them when available.
- Always be ready to make your "pitch". The terms audio logos or 60 second personal commercials refer to your own unique value proposition. When someone asks what you do, state clearly and concisely (practice never hurts) what makes you different and adds value for someone that may need your product or service.
- Keep in touch. No matter how good a referral source you may secure, its is only as good as the relationship you develop. Don't expect to have a large stream a referrals from someone if you don't make the extra efforts to keep in touch on occasion by a quick e-mail, letter or phone call. After you receive a referral, remember to thank the sender in some way.
- This tip is very important and should be the one of the easiest embrace. Always under promise and over-deliver. For example even if your are the best agent on the planet, don't promise to do things (like in the tough Michigan market promise a sale in 30 days) that are out of your control. If you tell someone how good you are and how hard you will work for them without promising the moon, they will not have unrealistic expectations of the process.
- Finally, the network that you build to send and receive referrals is only as strong as its weakest link. Make sure you are not the weakest link by providing poor service on a referral. The person you sent the referral normally puts their reputation on the line, give great service and if something goes badly, let the referral source know what happened and how you plan to solve the issue.
Hopefully this blog will be a reminder of things you already knew as well as a one or two ideas that will help you continue to build a strong referral network. Best wishes and good luck!!
Bradley Kress
ReStaged2Sell.com
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