How we change what others think, feel, believe and do
Making Your Net Work Part 4
Guest articles > Making Your Net Work Part 4
by: Daniel Milstein
When starting a career as a salesperson you must find a way to network. I developed a successful networking technique in which I asked how I could help others, not how they could help me.
We later developed another network enhancing technique-- offering to be Realtors' back-up telemarketers. We suggested that we could help follow up on the Website queries they had not had time to answer. Our telemarketers would call the agents' prospects and say: 'I am calling on behalf of Happy Homes Realtors and understand you are looking for a house. Are you still in the market?' Then we would gather the appropriate information to share with the agent. It was a special value added benefit that no one else was providing them.
We would eventually emphasize our interest in receiving their referrals, but now we could do so more from a position of strength, as true network partners. We also didn't need to stress our willingness to handle their especially difficult transactions, which some originators do as a way to get established with agents. The risk with this approach is that you can get the reputation for handling only the problem sales that others don't want. In addition, you may not be able to salvage the sale and then become a failure in the agent's eyes. However, over time we have gained a reputation for doing the more challenging deals as well.
It didn't take long for the 10 real estate agents to call with referrals and introduce me to other top agents in their office, and as a result we were receiving referrals on a steady basis. I knew this value-first approach wasn't a new strategy, but to my knowledge no one else in my market was doing it.
One of our salespeople has used a simpler, but very effective way to make a connection with Realtors. 'When talking to my Realtors both old and new I try and make small talk and find out what they are interested in, what their hobbies are and what makes them tick,' he explained. Once he finds out what their interests are, he goes online to cheapmagazines.com to find a magazine that pertains to their hobby and purchases a one-year subscription, which costs an average $10 per year. 'When I fill out the subscription form, I put my name first, then the Realtor's info, so every month when they get the magazine it has my name on the cover. At least once a month they think of me and the gift that I have given them.'
Don't be in a rush to gain contacts when first starting out. What is more important is that you gain relationships that will develop into a give and take arrangement in the future.
Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.
Contributor: Daniel Milstein
Published here on: 28-Jul-13
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