Networking: How You Do It
We asked for your sure-;re tips for cultivating fabulous business
relationships. Here are some of the ideas you swear by.
“Be involved with your community outside of real estate.
people’s birthdays and
A Step-by-Step Approach
database of people
who know you.
Break the ice
before you talk real
estate. I ask prospective
clients how long they’ve
lived in the area and what
they like about the area,
person into one
of four categories—
sphere, acquaintance, relationship,
or inner circle.
strategy for each
category (see below).
After every call:
• Make notes.
• Quickly reevaluate
• Set the next call
in your calendar.
Ask questions to uncover a sincerely shared interest.
People in Your Sphere
The Dalles, Ore.
Those who know you but not what you do.
• Make one call; get permission to stay in touch.
• Become acquaintances.
Never be “sales-y.”
Twitter, and other social
media tools to keep up-to-date on what’s going
on in your community.
When you make contact
with people, you’ll be
able to talk about things
that are important not
just to you but to them
Guarantee Real Estate,
Those who know you and what you do but not how
well you do it.
• Make one call per year.
• Rely on marketing to keep you top of mind.
Those who know you and what you do and who
think you do it well.
• Make one call per quarter.
• Always be asking: What will it take to get them
into the inner circle?
Those with the ability and desire to regularly refer
business your way.
• Check in with them frequently—one call per
month and one meeting per year.
• Teach them how to refer business to you—how to
look for opportunities and be able to explain why
you’re the right person to contact.
Contribute time to a cause near and dear to the
Ask them for advice about something in their area
of expertise. Follow up with a handwritten thank-you
note and an o;er to reciprocate if they ever have
real estate–related questions. If appropriate, refer
business their way.
Share a case study of how you’ve helped an investor
make a good decision, and ask them to refer others
who might be in a similar situation.