Try Real Estate Networking - in Reverse

By
Services for Real Estate Pros with Marte Cliff Copywriting
https://activerain.com/droplet/5fBd
Are you networking – talking to as many people as possible when you attend social events,networking handing out your cards, and taking names? Then are you following up with an email or a call?
 
Those are positive activities, but only if you’re “Networking in Reverse.”

What is Networking in Reverse?

  • It’s listening more than you talk.
  • It’s being more interested in your prospects and their concerns than you are in telling them about yourself.
  • It’s asking questions and actually paying attention to the answers.
  • It’s giving your full attention to the person you’re talking with.
And by the time everyone goes home, it’s being thought of as the most interesting person at the entire event.
 
You'll make a lasting, positive impression on every person you speak with.
 
Of course it also involves letting people know what you do for a living and letting them know you’re there to help when they need you. There’s no way that you want to turn into a “secret agent,” so you'll need to have your elevator speech ready when someone asks "What do you do?"
 
Just don't make yourself and your business the focus of the conversation unless the person you’re with has a genuine interest and begins asking you specific questions.
 
If that happens, and you can see that they might be a “right now” lead, ask when they’d like to get together to discuss their questions in a more private setting, or what information they’d like you to send.
Image courtesy of cuteimage / FreeDigitalPhotos.net
The original version of this post first appeared at: https://copybymarte.com/try-real-estate-networking-in-reverse/
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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Fred Griffin presently on Leave of Absence 10/05/2018 04:26 PM
  2. Debbie Reynolds 10/11/2018 06:17 PM
Topic:
Real Estate Sales and Marketing
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Tags:
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Rainmaker
2,972,851
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Great advice, Marte. I read Bob Burg's book, Endless Referrals, years ago and he advocates a very similar approach.

Oct 06, 2018 01:25 AM #18
Rainmaker
154,077
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Marte, I think the ultra pros are so full of themselves that it is all about "I do this" and "I can do that".  You are absolutely correct about listening and being a problem solver.  Another tactic is to simply show up to a prospect or current client and NOT discuss what YOU can do at all!  Show them a newspaper clipping about the industry, tell a few jokes, send them some information that would be useful in an email.  The other day I went to pick up a check and took my guitar and played for 3 minutes.  You become impossible to forget.

Oct 06, 2018 05:04 AM #19
Ambassador
1,805,841
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Oh boy, I know people ( some are agents) who are so proud that they can talk to anybody about anything - but what most really do is monopolize the conversation and generaally use it as an excuse to talk about "them."  Knowing how to keep quiet is a art. Bravo to this post and the message. D 

Oct 06, 2018 06:41 AM #20
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

thanks Nina Hollander - that sounds like a book I'd like to read.

John Henry - that's a novel approach, one I doubt many would think of taking.

Debb Janes EcoBroker and Bernie Stea JD - You mean they talk to anybody about anything - as long as theanything is them. Not a great way to make a good impression!

Oct 06, 2018 08:13 AM #21
Rainmaker
2,972,851
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Marte... it's a great book... one of the best on the subject I ever read.

Oct 06, 2018 11:36 AM #22
Rainmaker
2,093,514
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Excellent advice! Congratulations on the well deserved feature!

Oct 07, 2018 06:54 AM #23
Rainer
501,058
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Never thought of it that way. 

It’s listening more than you talk.

Its telling them about yourself.

It’s asking questions and actually paying attention to the answers.

It’s giving your full attention to the person you’re talking with.

Oct 07, 2018 09:45 AM #24
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Nina Hollander - I'll see if I can find a copy.

Sharon Tara - Thank you!

Sham Reddy - but if you're good at networking, my guess is you DO it that way, even if you didn't think about it.

Oct 07, 2018 10:39 AM #25
Rainmaker
477,641
Bruce Kunz
C21 Solid Gold Realty, Brick, NJ, 732-920-2100 - Howell, NJ
REALTOR®, Brick & Howell NJ Homes for Sale

Thanks for sharing this, Marte Cliff. Being perceived as the most interesting person at the event is an important goal best accomplished by following your points.
Bruce.

 

Oct 07, 2018 02:37 PM #26
Rainmaker
533,328
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

What a great blog post - and listening is like a lost art.  It is something I continually try to practice...

Oct 09, 2018 04:01 AM #27
Rainmaker
966,585
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

I so appreciate this blog. I've learned to do this in my "green" circles.  Today at the Green Chamber luncheon in Scottsdale, I asked loads of questions  of 2 attendees who are in the middle of a busienss start-up while working part time.  Offering them referrals for their business was a boon for them and for me.  They viewed me as helpful vs. an unknown source.  It was a great luncheon!

Oct 10, 2018 07:18 PM #28
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Maria Sapio I agree. Far too often, people are thinking about what they're going to say next instead of listening to the other person.

Jan Green Those folks went home KNOWING the identity of the best agent in Scottsdale! Good for you.

Oct 10, 2018 08:07 PM #29
Ambassador
3,981,938
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

This is a great post and will be reblogging it. A good conversationalist is also a good listener and asks good questions.

Oct 11, 2018 06:15 PM #30
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thank you Debbie Reynolds. I agree - the more you listen and show an interest in the other person, the more they'll love your conversation. I do think this is important for new agents who may have been given "advice" about networking.

I recall a time years ago when friend of mine offered me a book on how to "work a room." I politely declined. 

Oct 11, 2018 07:32 PM #31
Rainmaker
2,704,298
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Great post Marte Cliff listening is an important skill that is losing ground in today's society.  More people should remember that they have two ears and one mouth for a reason...

Oct 11, 2018 07:34 PM #32
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

I absolutely agree with you,  Lisa Von Domek!

Oct 11, 2018 07:43 PM #33
Rainmaker
3,186,456
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

That is what our weekly Nacco Tacho Tuesday is all about...getting to know the person...buyer, seller, lender, contractor, attorney....one on one....

Oct 12, 2018 04:18 AM #34
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

That's a wonderful Tuesday tradition, Sally K. & David L. Hanson.

Oct 12, 2018 09:25 AM #35
Rainmaker
784,379
Kevin Mackessy
Blue Olive Properties, LLC - Highlands Ranch, CO
Dedicated. Qualified. Local.

Always give room to step back and listen to what is being said.  Clients appreciate that a lot.  

Oct 19, 2018 12:56 PM #36
Rainmaker
1,509,137
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Kevin Mackessy - Everyone wants to be heard, especially your clients and future clients.

Oct 19, 2018 02:02 PM #37
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