Robert Grenier
By Toby Welch
Realtors are a busy bunch but for the successful ones, networking plays a vital role. In this crazy real estate era, networking is not about handing out business cards like it’s an Olympic sport but about making true connections with other people.
Robert Grenier, broker of Re/Max Vision in Gatineau, Que., says, “Networking is so important in the industry. It facilitates the flow of information and when the time comes for the brokers to deal with someone with whom you have been networking in the past, it pays dividends. When you have a client moving from city to city, you can refer them to someone that you have been networking with and still get a commission cheque.”
Grenier suggests Realtors network with those in the same firm but also with those in other firms, cities and provinces to build a solid network. “The best way is to talk of what you have to offer, (your) qualities, and availability and from there you can establish a good rapport with the others.”
Face-to-face group networking events are as popular as ever despite the boom in online networking. Realtors get together with prospective partners such as home stagers, mortgage brokers, lawyers, home inspectors and the like to make potential connections for future business. This benefits all parties as everyone is there to succeed and is focused on establishing business relationships.
Do an online search for networking groups in your area to see if any are offered. If not, other options include joining the local Chamber of Commerce, the Rotary Club or various trade boards; such organizations often offer networking get-togethers. Even joining a knitting club or a sports team can help, depending on your networking goals.
When attending an event, be prepared. Have a hook or story rehearsed so you have more to offer than, “Hi, I’m a Realtor.” Show interest in people to make authentic connections. Being genuinely intrigued by others and listening when they speak are two keys to a networking victory.
George Bradie
George Bradie, a sales representative with Keller Williams Ottawa Realty in Ottawa, admits he isn’t very proactive when it comes to face-to-face networking and instead focuses on online connecting. Bradie has some suggestions for Realtors who want to focus on online networking: “Get Internet savvy as soon as possible, or delegate these tasks to someone who is savvy. Have a good social presence and add some blogs to your portfolio to try and create interesting conversations with buyers, sellers and agents, too.”
LinkedIn is one of the most used online sites for professional networking. A basic account for the website is free and you have the option of paying for added features. Besides using the site to make connections with people you already know, LinkedIn has numerous networking groups you can join or you can set one up yourself. Successful networking appears to be a balancing act between online networking and traditional face-to-face networking.
Sabrina Shaw
Sabrina Shaw, a Realtor with Royal LePage Westside in Vancouver, is a passionate networker. She says there are two types of networking – with other Realtors through national and provincial sales conferences and various professional groups; and personal-interest groups, friends and family functions. “The first type – the professional events – offers a bedrock of opportunity to meet and greet other Realtors and foster relationships with those who share similar values and ideas about how we do our business. It’s not the numbers of those you meet but rather identifying an ‘authentic connection’. The second type includes attending the beer and burger fundraiser at the local pub to taking an active role in a grass-roots networking group.”
Shaw continues, “There’s an incubation period with networking. People have to meet you, assess you and determine for themselves if there is ‘something there’ and it goes both ways. I truly enjoy people, listening, sharing and appreciating our similarities and acknowledging and equally valuing the differences. People know when you are genuinely interested in them. It’s not uncommon for me to return home from a sales conference and my phone is ringing with a referral from a Realtor I just met.”
Realtors often have a business plan and a marketing strategy, but few have a networking plan. Developing one can save you time in the long run, bring you a great deal of business and help with lead generation. When creating a networking plan, ponder who you want to connect with and the type of people you would ideally like to meet. Don’t waste your time at a seniors’ convention if you are targeting first-time home buyers. Forgo setting up a booth at the college job fair if you are targeting luxury home buyers. A little advanced planning will align you with the cross-section of people you’d like to meet and get you to events that target your market.
When networking, don’t go through the effort of making the connections, only to let them lapse. Use an electronic database or a filing system to keep your networking contacts organized. Once people are in your system, stay in regular contact with them through phone calls, emails or snail-mailed handwritten notes. Whatever method you choose, follow-up is crucial.
Shaw says: “Attend everything. Attend community events, fairs, expos and Realtor-specific functions. Volunteer in your community or for a cause that resonates with you. Acknowledge others. Look up, smile and make eye contact. Ask questions, show interest in others. Share only a little about yourself. Be engaged but never pushy. Be patient and wait to be asked, ‘And what do you do for a living?’ Follow up when you’ve made an authentic connection with another. Write a note. Send them some information that could be useful in their business. Put them in your hopper. Remember them. They will remember you.”
