Unlike working for a big company where the decisions are made out of town, (say like selling advertising for Metroland Media), and being paid a commission to do what the company wants, being a Realtor is an unusually rewarding job. Working with people, helping them achieve their goals is one of the best feeling in the world. But finding and getting customers is a constant challenge. The general public seem to think that either all realtors are the same, that we are easily interchangeable or that one or two have some kind of magic (i.e.: they might like to work with the so-called and self-professed “Number One Agent” in town, or the agent that promises to buy your house himself if he can’t sell it or some other gimmick).
Other than that, all realtors appear to be pretty much the same. We’ve done it to ourselves. There is a certain sameness to real estate advertising and marketing. Our cards always have our picture, smiling and wearing a suit. Our ads for houses are always positive (but boxy) and with just enough information to encourage interest and contact.
But I’m way off topic. I wanted to talk about networking. Networking is good and honest business. People do business with those they know and trust.
I was reading an article recently that said Never Say No to Networking. It argued that salespeople and entrepreneurs should always say yes to invitations, even if it’s not clear what you’ll get out of the meeting. It’s called “making your own luck” by increasing the odds of making the right connection. If you know more people, some of those people will be the right people and will want to do business with you.
Alasdair and I have made networking and “getting in front of people” one of our primary prospecting tasks. Our group – 365 Business Network – has lead to business for many of our members. That’s what networking does. People do business with those they know and trust.