4 Ways To Build Contacts & Grow Your Network
By Paul Esajian on June 7, 2017
Every person you meet in the world of real estate is a potential building block for your business. You may not think of a buying real estate agent or your plumber as valuable assets but you truly never know. It is important that you are mindful of the impression you create with everyone you meet. The nicer you are to people the more likely they will want to work with you at some point down the road. Even if they can’t work with you they may be able to refer someone or steer you in the right direction.
The number of contacts you have and the relationships you build are essential is developing a consistent business. It is not a stretch to say that your contacts are the most important aspect of your business. You will lean on them to get you through rough patches or to take your business to new heights. Every day you should do something to increase your base of contacts. Here are four ways to help build contacts and grow your business.
- Do More Than Just Network. Anyone can network. It doesn’t take much to show up at a meeting, talk to the same handful of people, listen to a speaker and be on your way home. If this is your thought process behind networking you are not going to get much out of it. Making the commitment to network means approaching it with everything you have. If you are going to show up you might as well get the most out of it. Successful networking often requires you to step out of your comfort zone and talk to people or groups of people you normally wouldn’t. Even if you aren’t familiar with a specific niche you need to jump in with both feet and work the room. Your initial goal is to meet as many people as you can but behind that you want to build relationships. Give everyone you talk to your full, undivided attention. Remember the names and interests of everyone you talk to. If they bring up their family or something important to them you need to make a mental note of this. Shaking hands and exchanging business cards doesn’t do much to build your network. Take it one step further and work to build a relationship.
- Avoid Negativity. People want to work, and be around, people that make them feel good. Think about the people you surround yourself with daily. You may only have one or two people on your team that you wouldn’t want to have a drink with after work. Everyone else is someone that you enjoy being around. Negativity is one of the worst qualities you can have. Who wants to talk to someone who complains about everything that happens on a rehab deal or in the closing process? Eventually this gets old and you will look elsewhere. Unless the person adds real value they are not worth the trouble. Everyone in the real estate business deals with their share of ups and downs. The people you meet don’t want to hear everything that is going wrong for you on a rehab deal or with a property you are trying to buy. They have their own set of issues they are dealing with. On the flip side by keeping a positive spin on things you will be more enjoyable to be around and ultimately to work with. Don’t project your problems on the people around you.
- Add Value. Everyone has something they do well. As you meet people you should think about what you bring to the table that adds value. This could be anything from your existing contacts to experience working with a certain niche. Whatever it is you should make a point to highlight it with everyone you meet. Your value added is one of the few things you have that separates you from the competition around you. The more things you do or the better you do them increases your value and the need for someone to work with you. It is also important to recognize things you aren’t particularly strong in. If you don’t do something well or aren’t an expert in a certain niche you shouldn’t proclaim to be. Coming across as a fraud is worse than not knowing something. There is value in honesty and sincerity. Prior to your next networking meeting think about where and how you can add value to a relationship.
- Always Follow Up. Most contacts you make are not done from the initial meeting. It usually takes at least a handful of meetings to build a rapport and establish a relationship. It is important to follow up with every, single person you meet within 24 hours. By following up with someone while you are fresh on their mind you cement the conversation you just had. Following up often does more for your networking than almost anything you can do. Following up doesn’t have to be more than a two-line email or text thanking them for their time and hoping you can talk again in the future. The next time you see them you can pick up right where you left off and further the relationship.
If you can add one solid contact every two weeks you will have dozens of people you can lean on at the end of the year. These contacts won’t just fall on your lap, you need to go out and get them. Use these four tips to help develop and grow your network.