Something Old is Something New Again
The Zoom call this week was presented by Paddy Deighan, a real estate lawyer working in Las Vegas.
He has started a new program that he calls 'Something Old is Something New Again, and believes that we as real estate professionals have gotten away from practices that were once golden for generating business, which is working to our sphere.
With people chasing the algorithms that offer to get us to the top of search engines, and from some it may be effective, particularly those that may not have as much experience as others or have had as many past clients, lost is the basis upon which many of us have lasted in the business.
Through the process of working with a client, there may be opportunities to get closer to our clients and at some point, in the transaction, presuming it is going well, that opportunity to endear ourselves as there and it is an impression that stays with that client.
He spoke of the large sums of dollars that had been spent by businesses on billboards, print ads, in order to get a new client and many of them could have been far more effective by just creating a campaign that would reach out to former clients. He called the dollars spent on that marketing as ego marketing and felt it was as productive as a well flushed drain.
After offering his insights on the ego marketing, he offered the call up to those on the call for their experiences into self-promoting to their sphere to maintain a presence,
He feels that self-assessment is important to enjoying life and as a mechanism to make moving forward with life and our business easier. He was surprised at taking the brief test that it gave a true assessment of him and his life outlook.
It is free and requires a bit of honesty on the part of the user.
Real life Management is the site
Again, there is a point in a transaction when one can ask for a referral. Some people will ask before anything has taken place and again through the course of the deal. He put it to the members on the call to offer their suggestions.
From Margaret Rome: At some time in a transaction a client may offer up their satisfaction on the way we are helping them get through their transaction. That would be a perfect time to ask for a referral.
She was also suggesting that we try to stay in touch with agents that are not successful and looking to get out of the business. While they may not have had a client while in business, they would remember kindly an agent that was kind to them and offer them any referrals they might receive down the road
From Carol Williams was a reminder that when she was actively working the business, she always made it a point to be kind to the other agents she encountered being mindful that especially those that were older might think more favorably of referring business to that agent that always left a good impression on and to them.
She was also an advocate of notepads as gifts that held her contact information as they were a constant reminder of the job, she had done for that particular client.
From Eileen Burns was the submission of her sending a handwritten note offering up suggestions of places in the area where they may get a good meal, or some specific product or service. She would include a piece especially if there had been a point in the transaction where something humorous had happened and always ask for a referral from them when they encountered someone looking for a service, she could provide.
Sham Reddy is of the belief that there are several times within a deal when it would be appropriate to ask for a referral:
When they get loan approval
When an offer is accepted
When inspections are resolved
When there is a clear to close
When day and time of closing is decided.
He also lets his clients know that he is always ready to help them with their needs after the business is resolved for anything they may need. This keeps his name in front of them forever.
Wanda Nerdin is consistent in keeping in touch with a quarterly mailer that she gets through New Panda It allows her to keep in touch with a newsletter that is inexpensive, and her clients look forward to it.
Paddy felt that with all the submissions offered by people on the call it always comes down to whatever one feels the most comfortable doing and even if making changes to what they may have seen offered it still comes down to creating our own marketing identity and to be consistent in doing that.
He also offered that when we do get a referral, we are now accountable to 2 sets of people: The original referring agent as well as the client that we are trying to serve
Something Old is Something New Again