Powerful Networking Tips That Get More Referrals | TAKE A LISTING TODAY | ProspectsPLUS

Powerful Networking Tips That Get More Referrals | TAKE A LISTING TODAY | ProspectsPLUS


welcome to the take a listing today
podcast who are our hosts Jim Studebaker and Todd Robertson to give you
strategies to get you out of the office right now so you can take a new listing
today and now here’s Jim and Todd all right welcome back to the take a listing
today podcast and today we have an interesting topic perhaps something that
you have never even heard of before that’s very possible
any idea what that might be Todd you don’t count because you have these show
notes right in front of you so tell us about today’s topic that today’s topic
is fascinating it is how to approach small business owners and here’s
something they don’t teach you in real estate school right exactly and we can
call this many things I like to sum it up by saying and by by going after the
small businesses we’re really going to help you develop a a mover and shaker
list that will be a consistent issue both a short play and a long play
exactly and a lot of agents don’t do this they are looking at who can I list
oh is there for sale by owner is there an expired let me mark it to my farm
area start knocking on doors which are all great but don’t forget this one
component of small business owners so how do we get started before you walk
into the front door of a small business what should we do
sure a couple things and even before that as I would say a couple things so
some of you listening right now do have farms and you currently are doing
something in that farm area for our market Dominator members with prospects
plus okay so they have a carrier route so what I would say to a realtor
listening right now is look at the area that you work whether it’s a carry route
whether it’s a radius around your office and write down what businesses are in
there right and then if you want to take it a step further write down what
businesses are in there where people have to wait so let’s say you want a
restaurant lisa owns a hair salon i own the oil change or boom he owns auto
dealership people get their car serviced so when they’re waiting
what do they read mostly their phones or two-year-old magazine sitting like a
doctor’s office dentist especially exactly right so instead of a
two-year-old magazine what should they be looking at exactly so both the
short plain a long place so number one is that at this at this strategy this
form of prospecting resonates with you consider putting this in whether it’s
weekly whether its monthly put this in place but here’s a way to do it for free
so our Dominator members get twenty market nominees for free every month so
they use those as collateral let’s say I’m a realtor I’m having a cup of coffee
7:30 in the morning I’ve got nothing on my agenda hmm I go to my broker my
broker shares with me this podcast or shares with me this strategy so I could
simply make a list of the businesses I want to go visit especially where people
wait so I could go in to you as a broker and say boom question of all the
listings on the board which one is priced the best that if I’m gonna go out
and market this today you’re gonna tell me you’re gonna know so I could print 50
of these little marketing pieces and I could have a strategy I’m going to leave
five in each business so that will cost me no money but then here’s the magic
here’s what people think they think oh that’s a strategy go go drop those in
the lobby it’s part of the strategy but here’s the real strategy the real
strategy is at least as the GM of that auto dealership and I know that people
are having their cars serviced and they’re waiting anywhere from an hour to
a whole day that so first I’m gonna go connect with her and be polite I’m gonna
do some homework on that business I’m gonna build a great rapport I’m an asked
to leave such a small amount she can’t say no but they’re real thing is I want
to connect with her and say boom I’m the neighborhood real estate specialists oh
by the way if any great listing comes to the market do you want me to let you
know about it so if she sees me weekly or monthly that’s a very soft I can
cultivate that that’s a long plane too short planning excellent and some ways
that you can build rapport with that business owner if you’re just stopping
in there sight unseen first of all you should know the owner’s name and what
the business does look on their social media to see what the business is all
about if they have any great current concerns or causes
the business should be a good complement for you so you may want to stay away
from some questionable business yes those are only after hours yeah yeah
right so have a presentation prepared with your plan of how you can work
together and you touched base on that you just leave a few here and then
provide them with something of value correct it could be it could be a sample
of all your listings in the office it could be a feature flyer could be
something new that your office is doing something that you can exchange and then
and then let me address two things so here’s a short in the long play so if I
had that sheet of paper that cost me nothing right I have some courage and
have to overcome some fear so that means I should have I should have some
confidence and competence in my skills right but what’s going to happen is
let’s say I do go visit 20 businesses or 15 of them so here’s a short play by
making introductions to the hairdresser to the auto dealership to the restaurant
someone’s gonna say oh you know what I do have somebody here someone’s just in
talking the other day can you give her a call or someone’s gonna say hmm what are
Holmes going for over in Heritage Harbor so now they’re asking for themselves so
the short play is is it doable is it possible mmm that if they go out and
visit those small business owners one of them will say yes or when then we’ll
give them a referral and they could have a listing agreement signed by that by
the time the sun goes down that day so that’s the short play and then the long
play is obviously what so let’s say they keep compounding this great strategy
right right don’t throw in the towel and say oh nothing happened I didn’t meet
him it will happen but don’t throw in the towel and and if you’re like really
scared of just going in and sight unseen just do it where you’re already doing
business right exactly your bank the gas station the place where you get your
hair done if you can’t tell for those of you watching the podcast I get mine done
once a week just to make sure it looks looks wonderful like this yeah yours
looks nice I mean you don’t have to build the hairpiece but I don’t have to
go get mine oh and here’s Lisa I think another great point is when you’re
you’re out there as a her calling on individual homes you’re
speaking with one person when you’re in a business a business let’s say that
employs 20 people are 15 people when and you’re speaking with the owner of that
businesses you actually have the ear of that entire business so if you are
talking about a listing that’s popular you’re dropping off a newsletter of some
type and having a conversation that owner knows what’s going on in his
business with his 20 or so employees so you’re actually getting in front of
basically 20 people so maybe he’s not interested but maybe one of his
employees is so if you’re calling on 20 businesses that day it could be like
calling on 100 people and if I may let me elaborate on that because Lisa
brought up a great point here’s what will also happen by accident and it will
happen if as long as you keep compounding this strategy there will be
a manager a broker a somebody remember we used to teach the corporate marketing
strategy yep so this could half way turn into that we’re one of those people will
say you know what I like you especially if you’re well dressed you have good
rapport you’ve done homework on the business right so you’re coming in
what’s in it for then not all about me here’s what will happen one of them will
say you know what we have our sales meetings on on Thursdays and the real
estate markets hot we have a lot of people making great money that are
renting could you come in and do an introduction and just pass up some
you’re exactly right so that little that’s the longer game
that could lead to two or three listings so there’s great magic especially for
small business owners they’re looking for reasons to keep their employees
happy and prevent them from jumping ship and going somewhere else all right that
is some type of a benefit that working for the ABC hair salon company gives you
access to a real estate professional for a free market analysis free list of
homes in your area etc very valuable for that business owner very valuable not
only that you have no competition in this space because most Realtors are not
thinking this way they’re thinking traditional or the thinking wow I’m just
gonna sit back and wait for a sign call or an ad call not the people listening
to our podcast take a listing today these people are going to put some
initiative in place and go make things happen
exactly so you meet the business owner at the
auto dealership how often would you connect with him again after that first
meeting sure so I would say at a minimum at least once a month so once a month I
want to go in there now the stronger agents Michael and more frequently so
you’ve got to fill that out as as them as the realtor but I would say at a
minimum once a month and it’s okay to go in more frequent because you’re going in
dropping something else saying hello so they’re seeing you so you become the
realtor for that company and it happens indirectly and you don’t want your
handouts to run out correct you’re going in once a week making sure there’s a big
supply I like sitting in this seat because I can see Lisa better she’s
giving me like that that reassuring nods yes referral program is a great value
for example for plumbers electricians painters landscaping lawyers CPAs
anybody that’s somebody buying or selling a house might need your the real
estate professional you could offer referrals to those professionals and
business and really it’s a matter of just asking because most realtors will
have a painter a landscaper someone who could fix this XYZ but they’re not gonna
go that person say boom I want to get all your referrals I’m gonna give you
all my referrals most won’t even have that conversation right they just call
them oh here’s the appraiser hears of this yeah and here’s a great idea when
you have an open house invite one of the businesses that you are are associating
with that has your materials in their company invite them out to your open
house with their items like baked goods or catered food or car washes whatever
it might be that’s magnificent because think about all right Lisa is the owner
of the upscale restaurant mm-hm and we drop in there once a week or once a
month she would gladly write so she could have her collateral materials this
place would smell good and she might have somebody drop four or five plates
over so now we’re collaborating together so now indirectly were her real estate
agent for her and all of her employees exactly and and when the owner of that
company Lisa in this example is ready to buy another building for her business
or she’s ready to move up because her business is so successful
she has to sell her personal house buy a new one who is she going to call she’s
gonna call you and not only that that small business person has regulars that
show up all the time so what topic comes up the diner at 5:30 in the morning
right when all the professionals are real estate might come up right what
topic might come up so there’s there’s some great magic that will happen in
this strategy and there’s no competition in this field another thing that’s
really exciting is so let’s say you do this you you have an open house you’ve
got the local Baker that you’ve developed this relationship with they’ve
they brought in some baked goods for your open house and this goes really
well and the Baker starts talking to you about wow I’m actually I’ve had a couple
people stop in that we’re at the open house because they love the croissants
that I made and you you start to develop not just relationships but wonderful
testimonials now you go into the new business armed with these great
testimonials of how this relationship that you’ve developed with businesses in
the past has actually worked out very well for both of you how powerful is
that when you have those success stories to pass on to newly developing
relationships yes and nobody’s gonna believe you just saying oh yes this is
great if they have some some proof that oh yes right show down the street
running the barbecue Shack he had yes testimonials and one interesting thing
is you guys were chattin that jumped in my mind was this actual strategy came
from one of our clients like a year and a half ago and believe it or not we’re
sending our dominator members 20 free pieces where you can just have 20 Flyers
right but she called me up and she came up with that idea she’s like oh I’m
gonna go spread them to small business owners I’m gonna do so we had a great
half hour dialogue about that and so now when we’re talking to people that are
going into farming or want to cultivate something I share that strategy because
it’s free and it’s magnificent and there’s no competition in that space
wonderful well we once again are hearing that okay so that’s the key there’s the
hook but be sure to go down to the notes on this podcast because we look forward
to your comments suggestions maybe not criticisms do we want that yet we’re
fine with that but also send us a message that you listen today when out
stir and the first one that messages back
that I heard this when I made it happen I took a listing today something great
is gonna happen for him wonderful thank you all for being here and we will catch
you next week on take a listing today the podcast that is brought to you by
prospects plus offering wonderful tools for real estate agents nationwide go
check them out at prospects plus.com I have an outstanding day

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