When you’re in a café or a store and overhear a conversation about real estate, do you introduce yourself and join in, or do you walk away?
Any time you introduce yourself to strangers you might be taking a step to success.
At the same time, you’re taking a chance on being rejected. Those folks might shun you, or even make unkind comments.
A story I read this morning says it just might be worth taking that chance…
An Active Rain blogger, Scott Godzyk, told about sipping his iced tea in a restaurant and listening to a conversation about the best day of the week to make an offer on a home. After a while he got up and introduced himself to the ladies who were talking.
Scott told them there is no best day of the week to present an offer, but there is a best way to present an offer.
He explained about being pre-approved, reducing or eliminating contingencies, and asking your buyers’ agent to assess the true market value of the home before writing that offer. He warned them that a listing price could be market value; it could be far too high; or it could be artificially low to inspire a bidding war.
And what was the result of Scott’s “butting in” to this conversation? They hired him to help them find a home. In addition, one of them has parents who want to sell, and he is assured of that listing.
Have YOU ever overheard a real estate conversation and decided to join in? If so, how did it turn out?
If you don’t join in, why not?
Is it because those people may already have an agent and you’d be interfering with that relationship? If that turned out to be the case, you could advise them to talk with that agent and reassure them that it really is OK to “bother” him or her. Their agent would want to answer the questions and concerns they are discussing. (Yes, I know some agents wouldn’t like it, but for now we’ll assume that if they have an agent, they have a good one.)
Or – is it because you’re fearful?
- Maybe the possibility of rejection keeps you from speaking up.
- Maybe you’re afraid you won’t have all the answers they seek.
- Maybe you don’t like to introduce yourself to strangers who haven’t asked for your attention.
- Maybe you’ve already got all the clients you can handle!
Other easily overlooked opportunities
Since you never know when someone is thinking of buying or selling a home, it’s in your interests to make sure everyone who knows you, even slightly, knows what you do for a living.
Are you involved in any organizations? Do you volunteer with a non-profit? Do you attend HOA meetings? Do you converse with waitresses, store clerks, and bank tellers? Will you be attending a class reunion this year?
Every conversation is a possible opportunity, if you handle it correctly.
You don’t have to be pushy about it, and you don’t have to ask for business every time you meet someone. Just make sure that each person you meet knows that you’re a real estate sales person. (That is, of course, unless you’re having a really bad day and acting uncharacteristically unfriendly!)
Here’s how to do it without being pushy…
Use your business card any time you want to give someone the means to contact you. It might be because you just volunteered to bring refreshments to a child’s school party, serve on a committee, help serve a meal at a soup kitchen, or join a work crew for a day. It might even be because they do something or sell something that interests you as a consumer, and you want more information.
Reveal your occupation in an upbeat manner. When you’re visiting with a clerk or other casual acquaintance and they ask “How was your day?” you might answer with “Busy but good. I just got a beautiful new listing at __.” Or perhaps “It was a good day. I helped a young couple find the home of their dreams.”
Of course you should have your elevator speech memorized, just in case someone asks “What do you do?”
“Wear” your occupation. When you attend casual events, such as a ball game or a beach BBQ, wear the hat, t-shirt, or jacket with your company logo. Do the same when you visit the dentist or take your car in for service. If the event is a bit more formal, such as a City Council meeting or a luncheon, put that little “R” pin on your lapel.
I know that when people who are interested in real estate see those “labels” they will speak up and begin asking you questions, because it used to happen to me when I was an agent.
QUOTES OF THE WEEK
“If opportunity doesn’t knock, build a door.”
“Success will be within your reach only when you start reaching out for it.”
“Opportunity doesn’t make appointments, you have to be ready when it arrives.”
Don’t forget the obvious opportunities: FSBO’s and Expired Listings.
People whose listings have expired and people who are trying to sell without an agent have homes they want to sell. They’ve already said so.
Why not show them that YOU are the agent with the knowledge and ambition to help them get it done?
You don’t have to knock on doors, just use my pre-written prospecting letters to offer aid, assistance, and answers to their questions.
Steps to success Image courtesy of digitalart at FreeDigitalPhotos.net
Fear and courage courtesy of Stuart Miles @ freedigitalphotos.net
Business Card Image courtesy of nuchylee at FreeDigitalPhotos.net