The more people you know, the more people will refer you to their best friend's neighbor's cousin who wants to move and needs a REALTOR®. The key to more listings is simple – network! We can't say it enough.
There aren't special magic tricks that will keep the listings rolling in. While you can easily Google new sales techniques, there is one truth you need in your possession: the more people you know, the more opportunities you will have.
It can be easy, in the business world, to see every person as a potential deal with a dollar sign attached. We are programmed to be intentional about our craft, but we often forget how to connect with potential clients. Here are five strategies you can use today to nab more listings:
Consistent communication can influence prospective clients to reach out to you to list their home. For more tips and networking tools, go to tpmco.com or call 800.458.8245.
- Say yes –It's hard to meet new people if you are only connecting with old friends and associates from work. When an invitation to a new event comes your way, say yes! This is a networking opportunity that allows you to make new friends and expand your circle of acquaintances.
- Farm neighborhoods – Use postcards, newsletters and other marketing materials to continually remind potential clients that you are ready to help them when they're ready to buy or sell. Each month, your face and contact information will appear in their mailboxes, ensuring that you won't be forgotten when the right time arrives.
- Give, give, give – No one likes a pushy, opportunistic salesperson. In fact, people may start to avoid you if you approach every conversation with a sales pitch. Instead, look for opportunities to provide a service or lend a hand to others. The more you help friends, neighbors and strangers, the more they will want to help you when the opportunity arises.
- Stay informed – Keep up to date on real estate trends in your area. When it's a seller's market, send your clients and prospects a postcard to get them thinking about making a move. Use “Just Listed” or “Just Sold” postcards to show people how their neighbors are capitalizing on the market. Informed prospects make great clients.
- Find clues – People going through a divorce, expanding their family, sending kids off to college, or having large garage sales may all be looking to transition out of their current living situation. Reaching out to these people during times of change reminds them that you are available to help them.
We are constrained by time. We check our watches, set timers and alarms, and constantly need “just five more minutes.” Sometimes life can feel like an endless, exhausting race against the clock. Managing time can be a hard game to win, but managing your energy can change your life.
How do you manage energy? Great question! Think of your energy levels like a bank. You can make both deposits and withdrawals. Unlike time, you can add more energy and take more out as needed. You can renew your energy levels throughout the day, while still completing tasks that require large amounts of energy.
Energy management is mindful and intentional without being draining. It's not like counting calories or minutes. You have to feel your own energy and take opportunities to adjust. Perhaps you have low energy in the morning. Take this time to make energy deposits like enjoying a cup of coffee, working out or spending time journaling. Find an activity that leaves you feeling renewed so you can take on the day.
Around lunch your energy may be low again. Use your lunch break to renew by going for a walk, listening to a podcast or reading an article that inspires you. Give yourself the chance to refill your energy levels without any guilt. Taking this chance to make an energy deposit can allow you to tackle big afternoon projects with a fresh mindset.
When you complete a task that gives you an energy burst, don't waste it. Strike while the iron is hot and get some real work done! A huge part to energy management is knowing yourself and knowing when you do your best work. If you are someone who experiences a runner's high, then hit the gym before the office. If you are a night owl, use that late-night energy to crank out emails or work on a project.
While it can be tempting to focus on beating the clock, focusing on time management will leave you drained. Maximize your life by organizing your day according to your energy levels to get the most out of yourself and your day without feeling useless afterwards.
Have you ever met someone who just lights up a room? Someone who is everyone's friend. Someone who always has a smile across their face. They are easy to talk to and make you feel important, like they are really listening to what you have to say. You want to hang out with them, and wish you could be more like them. What is that special something these people have? Charisma.
Being a charismatic person means leading people in a way that lets them feel involved, not commandeered. People are attracted to someone with charisma because it feels like talking to a genuine friend – someone who is trustworthy, knowledgeable and fun to be around.
If you're thinking charisma is something that could set you apart in the world of real estate, you're right.
You don't have to be born with special abilities to have charisma. It's a trait anyone can develop through intentional pursuit. Here's how:
Have conversations with people, not for them. When you talk to someone, it should feel like a two-way street. You both are engaged, listening intently and responding appropriately and thoughtfully. No one wants to be talked at. If you find yourself speaking without real purpose, take a step back and re-direct your thoughts to focus more on the person with whom you are holding a conversation. People with charisma make the person they are listening to feel like the most important speaker in the room.
Get comfortable. If you find yourself feeling self-conscious and awkward, you will likely not exude charisma. Start by preparing yourself for success. Wear clothes you feel good in, arrive to meetings and appointments early so you aren't rushed, and think about topics to discuss so you feel prepared. Do what you can to ensure that you are comfortable, so that you can focus on others.
Keep the mood light. People gravitate to the person who can keep a conversation flowing. If a meeting seems tense or a client is getting cold feet, don't add to the emotional discourse of the conversation. Point out the positive aspects of a situation, remind others of a common goal, and lessen the extremes of any issues without dismissing the problem. This doesn't mean cracking jokes at inappropriate times. It simply means reassuring people so they can continue to let ideas and conversation flow freely with less tension.
Make the first move. Charismatic people aren't the ones sitting in the corner waiting for others to approach them. The person with the most charisma in the room is welcoming others to the conversation. They are the first to say “hello” to the new person. They shake hands and hug, making friends with everyone. This doesn't mean being the most extroverted person, but a charismatic person possesses a warmth that makes clients, friends and strangers feel comfortable even in new situations.
When attempting to make a deal, the ABCs of business quickly come to mind: Always Be Closing. We are told over and over that completing the transaction between the buyer and seller is the ultimate endgame, but it's time to change that.
The pushy salesperson persona is overplayed and outdated. Today, people have a plethora of choices when it comes to hiring someone for a job (like choosing a real estate professional). To be at the top of your game, you need to have an edge. If you are so concerned about what others can do for you, or closing a deal, then you won't build a connection with the actual people you want to serve. Find your edge by adopting a new sales motto: ABG – Always Be Giving.
This idea of ABG comes from The Art of Charm podcast, as a simple, yet groundbreaking way to make connections with real people. Host Jordan Harbinger's method implies that your first thought when you meet someone new should be, “What can I offer this person?” Or, “How can I make this person's life easier?”
This sets you up to make connections and build relationships. You may be able to refer your plumber to an acquaintance or connect an engaged couple with your neighbor who bakes wedding cakes. Having the ability to give a new friend or acquaintance something they need creates a bond. This bond will last longer than a quick business transaction.
When people learn to like you because you're friendly, caring and giving, they will naturally want to reciprocate. Down the road, they may refer a home buyer to you or ask for your help putting their house on the market. People will do this because they have a relationship with you that would not exist if you were always just trying to sell them something.
However, it's important to keep in mind that this method cannot come with expectations. You can't keep score or expect anything in return. This way of connecting with people is purely a relationship-building tool. The key to building your client list is to make genuine connections that can lead to referrals. What better way to be referred than by someone who knows you, likes you and trusts you?