I always enjoyed a great deal of success scheduling and executing speaking at real estate offices. Finding opportunities to speak at these events can be particularly beneficial establishing realtor referral partner relationships if handled properly. It can also be easier than you think to come across these opportunities. Here are a few helpful hints.
Always be asking! You get 100% of what you don’t ask for! As long as you are out making visits to offices and open houses, just ask the agents you are meeting to introduce you to their broker or reach out to the broker directly with your specific value proposition.
Why you? What about doing business with you makes their life better? How do you improve their customer experience?
Do your homework! Always do your homework before asking the question or seeking an invitation.
- Do they have an in-house lender?
- What kind of property do they sell?
- Specific neighborhoods or possible programs?
When you get an opportunity, prepare! Be sure you ask the broker what issues they would like you to cover. Ask if there have been specific challenges in the market or with lenders. The old salesman’s creed “Ask the customer what they want and then give it to them!” comes to mind. Never think you know better than the broker!
Be short, be accurate, be generic, and be positive! Having been given what the broker wants you to address, share with them how working with you becomes the solution to the challenges put forward.
Share solutions in all forms of media! Sometimes their challenges are best served with a few passages from a book you have read. Have a copy of that book handy and highlight the specific sections that relate to the points you are making! But be careful, not everyone reads! Sometimes the use of an “audio book” or you recording a video explaining that particular section will be more helpful. Be sure you do all of these and leave them with the broker for their library!
Recording these videos is a great way to expand your YouTube® channel or your own website content! Being a resource and an expert is your job! It’s what will keep you burning those brain cells long after the meeting is over!
Leave time for questions! People will sometimes challenge you or ask questions that are too specific for the group to deal with. If you don’t have the ability to answer the question in 30 seconds or less, simply ask them to stay after the meeting or just schedule a specific time to meet with them to provide the detailed answer they want without consuming all of your time!
Follow up – follow up – follow up! Too many originators fail to follow up an office meeting with an offer to serve! Be sure you have collected cards from everyone attending and get a roster of all the agents so you can electronically share your message with those who couldn’t make the meeting. It may take a few months of weekly personal follow up to get a referral. So what? It’s only one phone call a week to try and build a relationship!
Hopefully this will help you master the realtor office meeting. I know I have always enjoyed doing them. For those of you who may be a little nervous about doing meetings; just relax and prepare yourself, you will do fine. If you aren’t convinced, then prepare for your meeting buy sharing the steps with a coworker or your manager so you get comfortable with the material.
Questions or comments: Mike@IMTcoaching.com