Get a Listing from Everyone You Meet - Part 1

As business coaches in the world of real estate, we are often asked, "How can agents better differentiate themselves during a networking event when other agents are present"? In other words, most agents shine during a listing presentation, when all their notes and market analysis are right there in front of them. The question then becomes, how can they do that while networking, when time is short and they're talking to someone they just met?

It is easy; begin to think of yourself as the knowledgeable expert. You are the type of person who knows a good bit about a particular subject but is not stingy or preachy with the information. A conversation with you on real estate needs to be like talking to your neighbor about the lawn.

"Boy your lawn looks great! What are you using on it," you might ask your neighbor.

"Well I've been using Scott's lately and it is really doing the trick. I used to use Miracle Grow and I don't know...it just wasn't working. I've had Scott's for the past few weeks now and it has got this lawn looking good as new. It gets rid of those fire ants too."

"Really," you ask.

"Yeah, I picked up a bag at Lowe's for $5.99 a pound, just right down the street here and I was good to go. Real easy to apply," your neighbor replies.

"Hmmh."

Notice how he provided valuable information without seeming overbearing in the process? As a matter of fact, I bet if during the middle of the conversation he worked in the fact that he was in the lawn care business, you would be sure to consider his company next time your yard needed some work. Why? He obviously knew his stuff. Who wouldn't want to work with an expert?

Imagine yourself doing the exact same thing when talking to people about real estate. You become like the neighbor in my example, the knowledgeable expert. This type of person is an absolute pro in everything they do. They're the type of agent who knows a thing or two about buying and selling homes. They are happy to share it with you without the "What's holding you back from starting today?" and "Are you currently working with an agent?" questions. If you haven't noticed by now, very few prospects ever respond favorably to question like these.

You can you turn yourself into a knowledgeable expert in those situation where you have to rely on what's in you rather than what's in notes.

Make a commitment: I will reevaluate my networking approach.

Deadline: ______