“All things being equal, people will do business with — and refer business to— those people they know, like and trust.” ~Bob Burg, Endless Referrals
In the real estate industry, we all know it is so important to network. We want to make sure that everyone knows who we are, what we do, and why we are the best at doing it. We wear our name badges in the grocery store, we leave stacks of our business cards at the dry cleaners, and we attend countless networking events where we are given the opportunity to share our 60 second elevator speech; however, there is another side to networking . . . almost the reverse side of the networking coin, if you will.
I was introduced to this other side of networking while attending classes at Coach U (the country’s largest and oldest accredited Coaching University). They called the technique Building Your Team 100. Basically, it was creating a professional team of 100 people from all different industries and services that you would feel comfortable referring business to.
Think about ALL of your contacts. Who do you know, like, and trust enough to do business with and include on your team? That is the only qualification you need to start building YOUR team. And, think outside of the “industry box”. You probably already have a great mortgage lender, title company and bank that you work with . . . but what about a chiropractor, massage therapist, personal trainer, caterer, CPA, business coach, graphic designer, florist? The list goes on and on!
I just had this happen to me the other day in the most unlikely of places! I have an Airedale Terrier – Cocoa, and I was having a difficult time finding a groomer that understood how to correctly groom and cut this particular breed. Well, after experiencing many interesting and unusual styles and cuts with my puppy, I happened upon a small shop called A Terrier Tale. I took Cocoa in for a grooming and I was so impressed with the outcome that I have been referring this groomer to anyone and everyone I know that owns a terrier! The result? I have been able to refer two new clients to this shop! And, guess what else? The owner of the shop has agreed to pass my information along as her preferred business coach should the opportunity arise.
And, don’t we as women love being able to refer “our” people to other people? Think about it, if someone compliments your new hair style, aren’t you inclined to say something like: “Oh thank you! Kelly from Salon De Jour did it. She is the absolute best in the business . . . here’s her number! Tell her I referred you!”
Another wonderful thing that happens as you build and refer your team, you become the expert – the “go to” person. You have a plethora of information and resources at your disposal to offer your clients! You just never know when a client is going to ask you for the name of a good infertility specialist! Trust me, it has (and does) happen on a regular basis!
Once you have created your Dream Team, don’t keep it a secret! Meet with each member and let them know that you think so highly of them and their services that, if they don’t mind, you would like to be able to refer them to clients! (Who would say NO to that proposition?) At the same time, ask them to consider you and refer you as their personal Realtor as well!
If you would like more information on how to create YOUR Dream Team, feel free to contact me!
Guest Blogger: Leah Turner
email: Leah@CreatingYourMasterpiece.com
website: CreatingYourMasterpiece.com
407.709.6816
{ 2 comments… read them below or add one }
Great article. I’d love to pass this along.
Sara-
We would love for you to share the article with others.