Realtors have the opportunity to stop using the old traditional sales and marketing channels of printed want ads, magazines, and other antiquated forms of lead generation and prospecting. Yet the vast majority still do not have a Facebook page (fan), Twitter presence, or a blog. Don’t worry your competition will not do the following to you- yet.
Stop Making Excuses: C-O-P-O-U-T
Collect: collect every story and testimonial of how you helped people buy, sell, and list their properties
Outline: outline your experience, licenses, awards, and accomplishments by dollar amounts
Position: highlight the niche or specialty that you want to be known for in your area. If you are a listing agent then list the reasons why someone should list their property with you- position yourself
Optimize: optimize your messages on all of your social networks by understanding keywords, how your messages will be indexed by Google, and what you need to do to place your information so it can be found by your prospective targets
Utilize: utilize only those social networks that you will work, learn the etiquette, and participate within. Utilization sometimes means less is more
Teach: teach your prospects and customers about real estate, about you, about the region, and about the industry. Become such a valuable information source, that prospective clients would not consider looking anywhere else. Looking for an example? Just see Active Rain’s own Brad Andersohn.
Hard sales tactics adopted and utilized by most people in their strategies to network online and in the real world fall decidedly flat in an effort to create business relationships that lead to referral business. The 30 second elevator pitch, the blatant sales pitch, the product and services feature-benefit dump, a lack of listening skills, and the “work the room” mentality are giving way to a new much more effective strategy: giving value. Below is an example of the “work the room” business card treasure hunt modeled after a bad speed dating session seen on “Sex and the City.”
Before you can give away something that others value, give it often, give it continuously, and give it without asking for anything in return, you must first understand how to identify what you have to offer. The following should help you get started in identifying your value to others:
5 Tips To Finding Your Value “Give”
1. Make a List of Your Accomplishments: don’t be shy in this exercise. Give a full list with details
2. Make a List of Your Contacts of Influence: prioritize this list by who you know best and who KNOWs you
3. List Your Skill Sets: again do not be shy. Provide everything that is important to building your career
4. From the First Three Lists: analyze and choose what you believe to be the most valuable things you can give to your potential networking partners
5. Create a Plan on How To Deliver: will you utilize a blog or begin a public speaking platform to help benefit your potential networking partners? Identify all of the channels in which you can deliver your value