By Rich Levin
People are interested in Real Estate. For many homeowners the equity in their home is their greatest asset. Smart first time Buyers will always rather own than rent. Parents who would not lend their child money for anything else will lend their kids money to buy a home.
When people know that you are in Real Estate and they trust you they will ask you about it. If they don’t know you, they will ask you about it to see if they believe they can trust you.
So the first easy way to make another sale in the next 30 days is to answer those questions in a way that elicits trust for you and allows you to discover whether they are asking because there is a need.
“How’s the market?”
“What’s happening to prices?”
“Will this or that affect Real Estate?” (This or that may be the price of oil, the weather, interest rates, conflicts around the world, etc.)
Much of the time the question is asked because there is a need. So, the best way to answer is to point out that Real Estate markets are local. Provide some information about the local market or the hyper-local subdivision, town, suburb, etc. Add your own positive spin, if possible. If not, be sincere and honest. That is more important than unrealistic or unfounded optimism.
Actually, your answer matters less than the question you ask next. Always follow your answer with a question that takes you where you want to go. So, after you answer then ask, “Are you thinking about doing something or maybe you know someone who is?” “Often people ask me because they have something in mind or know someone who does. Do you?” Or, “Why do you ask? Are you considering making a move or do you know someone that may be?”
When and where do people ask you these questions? Anywhere that you engage them and they know you are in Real Estate. So the second easy way to make another sale in the next 30 days is to be sure to be in those situations more often.
2. Go to parties and meetings. Participate in organizations. Drop in on people at their places of work with coffee or pastries. Go to town, church (synagogue or mosque etc.) events. In other words, look for and attend anything where people are gathered.
As long as they know that you are in Real Estate or there are others to introduce you as a Real Estate person, you are very likely to get those questions. Even if you are not comfortable in that situation or you are not that interested in going, go anyway. You are building a networking skill. There are better and more tactful networking skills. This one is very direct, yet subtle in that it is prompted by the questions of others.
Here’s the most important networking skill that will lead to the question about Real Estate. Ask the other person about what they do for a living or what type of work they are looking for, or what other interests they have. Take a sincere interest in them and what is important to them. Think of people you know and ways you might help them. Focus on that. Then when the conversation turns to you, if you get a Real Estate question, you know what to do.
Did you notice above that it is written, “As long as they know you are in Real Estate or there are people there to introduce you as a Real Estate person?” That leads to the third easy way to make another sale in the next 30 days. Marketing Gurus Dan S. Kennedy and Murray Raphel both agree that “Dollar for dollar nothing will return as much to your business as direct mail.” (There are some Internet exceptions.)
3. Send a postcard that has houses you have sold, good pictures of you and a message from you that states what is going on in the local and hyper-local markets, the risks and opportunities, and how this is a time to choose a Real Estate Agent that understands how to do best in this tricky market. End with a call to action to call, text, or e-mail you.
Put these three things in your calendar. Consider them as important as any other activity or appointment. Look for opportunities to be with groups of people who know that you are in Real Estate because of your marketing. Most importantly practice the above script that shows an interest in the other person as it shows your ability to recognize opportunity.
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Copyright
Copyright© 2011, Rich Levin. All right reserved. Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. For information about Rich's Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com
