We've all had the pop-ins and unexpected phone calls from vendors (mostly lenders) who want to:
-Introduce themselves
-Let you know they're here for you when you need them
-Help you "grow your business"
This is not only an extremely obnoxious and overplayed way of trying to build relationships, but it's ineffective and really thoughtless.
Whether you are a lender, home inspector, escrow officer, carpet cleaner, whatever, there is ONE very simple way to develop a relationship with a real estate professional that will really start to create loyalty:
REFERRALS!
Look, I don't even care if it's a cold lead. It's the thought that counts. If you really want to help grow my business and if I'm really going to entertain the idea of giving you a deal, you need to be the one who starts. Remember, my business was fine without you and the only thing that changes by allowing you to work my deals is the risk going up on my end.
I'm going to give you the answer sheet that would give you a passing grade if you used it on me.
Do a little prospecting. On Facebook, through e-mail, with friends. It's easy. It seems like almost everyone in America is looking to buy a house right now. Refer that person to me. Even if it's nothing. OR tell me you did. I'll at least know you were thinking of me. Here are some mindless examples:
1. "Hey, Jay. I was at the grocery store and I heard the person behind me talking about how they are having trouble getting offers accepted. I gave them your card and told them you could probably assist. I'm not sure if anything will come of it, but just wanted to let you know in case you get a call."
2. "I was on Facebook the other day and I saw someone post about looking for a good Realtor. You may want to reach out to them. Their name is 'Jane Smith'. I told them you are the best in the area and they should contact you."
See the pattern? Doesn't even matter if it's hot/cold/whatever. You are making the first move and in return it will be well-received by the real estate professional you are trying to get in the pants of.
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