You are probably wondering why I have included networking as an essential skill in the Real Estate game?
Being a part of the Real Estate industry, whether you are buying, selling, trading or acting as an agent means you will come in contact with a lot of people and you would probably have heard the saying, “It’s not WHAT you know but WHO you know?”
By having a great network or contacts, referrers, go to people, rainmakers etc you will find the road to success in the Real Estate industry becomes a lot easier so I have included Networking as an Essential Skill
It only takes a little effort and consideration and before you know it you will have a network of contacts who will help propel you forward in your selling career.
Follow a few simple steps…As you read you will probably say “that’s just common sense”, but I’ve learned that common sense is a big word for some people, including me sometimes.
If you take these seven (7) steps, you will find your networking to be much more effective.
1. Be approachable
Encourage people to want to talk with you. If the other person seems uncomfortable, you can break the ice. That person will be entirely grateful. Besides reinforcing your current connections, you should always want to meet new people. Make it easy for these people to meet you.
2. Have a positive attitude
A. Keep Upbeat: See problems as opportunities. If everyone could do it, everyone would do it. This newest problem could be the entry into your next fortune. Besides, nobody likes a downer.
B. Do Not Judge Anyone: You do not know who you are meeting. This person might be the person who can sell you something you really need, buy something from you, teach you something, or empower you by learning from you. This person might connect you to someone who becomes important to you later.
3. Ask questions
A. Relate Questions to Topic: If you are at a seminar or class, ask the person what he or she thinks about the topic, the presenter, or the organization sponsoring the event. Also, ask this person about his or her connection to the topic: how long involved, how serious, etc.
B. Find Hot Buttons: Does the person tend to talk about certain things? Ask questions about how the person spends his or her free time. Learn about his or her ambitions and concerns. People always enjoy talking about their preferred topics. Often, a person who spends all of the time talking about his or her favorite topic will assume common ground with you, even if it is not entirely accurate.
4. Get contact information
A. Get Business Card: Ask if the person has a business card. If the person does not, ask the person to write his or her contact information on the back of one of your business cards.
B. Learn Preferred First Name: If the card says, “David,” ask whether he prefers “Dave” or “David.” Many people appreciate this, and it might save you some embarrassment later.
C. Learn How to Pronounce The Last Name: Some names as obvious, such as “Smith” or “Miller.” However, some names make you guess, or even worse entirely stymie you. This is the time to ask. If the name is complicated enough, practice a few times in front of that person. Very few people care enough to try learning how to say this person’s name. He or she will appreciate it.
5. Commit to contacting them
Force yourself to commit to sending an e-mail or making a call. Give the person a notice that you will call or send an e-mail within a day or two. The other person might not care, but this person will probably meet other people. You will be one of the few who actually try to connect. Most people do not. You will separate yourself even more by meeting your self-imposed deadline. It will be the first step to show you are trustworthy.
6. Record contact information
Make sure to take your information that you get and record it, even if you have a business card. How often do people lose those? Not to mention, it will be easier to copy and paste information from a computer when you send the person something. Plus, it helps you realize how many people you meet. This list will grow quickly!
7. Send them an email (or call)
A. Remind Where Met: Not everyone will remember you immediately. Make it easier for the person. Let them know where you met. Maybe even comment on the event, if it was especially good.
B. Add Personal Touch: Mention something specific. This can be a point within the conversation or a positive observation that you made about him or her. This will show that you paid attention. Sometimes, this will force you to think.
C. Ask A Question: Ask them something relevant. Sometimes, this will be easy. If not, ask them what they think of a general topic related to the event you attended. This provides them a reason to respond. If they do not respond, this will tell you something about that person, also.
Following these steps takes a little extra work, but you will find that the amount of rewards will massively exceed your effort that you spent. I had massive success selling because I had a great network of people who referred me business. You can have that too.
Good luck, and enjoy increasing your success networking.