We’ve talked about great real estate networking and what it takes to become a leader in making connections, but we haven’t really covered how you can make the most of your follow-ups.
Here’s the secret: it’s all about adding value.
So how do you do that?
Adding Value to Your Networking Follow-Ups
You already know that you need to have a follow-up system in place so your relationships don’t become stale. Maybe you send out a newsletter once a month, mail out holiday cards or birthday cards, or drop an email every so often.
But according to John Corcoran, author of Build Your Network, Grow Your Income, it’s tough to follow up with people you don’t know very well without “sounding like you are a used car salesman.”
“I got a voicemail completely out of the blue from a business broker I had met a year earlier. In his voicemail, he actually said he was calling to see if I had ‘any business for him’ in the form of clients of mine who might want to sell their business. I felt used, like he had no interest in me at all, only in what I could provide for him. There are a number of excuses he could have used for calling out of the blue, but calling to ask if I had any business for him was not a good approach. Needless to say, I didn’t return the call,” says Corcoran.
Value-Add #1: Send Information
It’s easy to find information that your contacts will find useful—and it could even be a blog post on your real estate website. You can also make it more personal, says Corcoran, such as sending an article that relates to your contact’s family, job or other personal situation.
Value-Add #2: Introduce Someone Else
“People love relevant introductions, especially when the introduction can help them in their business or career. What’s more, if the two people really hit it off, they will always remember you were the person who introduced them,” says Corcoran.
It’s always great to help further other people’s networks, too, and you’ll be doing everyone involved a favor by doing so.
ARE YOU PART OF THE
We’d love to expand our network to include you if you’re not already part of it, so call us at 615-371-1544 or contact us online to find out what it’s like to work with Benchmark Realty. We’ll be happy to discuss our agent plans and answer your questions about Benchmark Realty!
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