If you are doing a broker luncheon or open house, you need to think of it as if it was a party. You need to promote it. Do an amazing invitation. It sets the stage. Do a reminder a week before. Do lots of special, memorable things at your events. Have great food. Presentation is crucial. Consider getting an industry-specific sponsor. Think outside the box.
A common error that salespeople often engage in is what Michelle calls “desperation talking.” This over-selling by excessive communication is caused because the salesperson feels uncomfortable in the silence that is a result of the other person thinking over what they have been told. Think of it this way, if you ask someone a question, you must allow them the space to respond. Bottom line: know when to stop talking and listen. Even if it feels awkward, ignore the awkwardness. Odds are, the silence isn’t awkward to the other person.
Beginners bring questions…but also fresh eyes to old problems. “Rookie” real estate agent Honora Bates joins Michelle and discusses concerns we all share. First, Honora asks about how to build one’s personal brand so as to achieve success. Second, she asks Michelle about the best approach to becoming a listing-focused agent. Third and finally, Honora asks about Michelle’s favorite (non-sales) way to approach people.
Change is scary. It takes us out of our comfort zone. Still, there are times when we can clearly see that change is necessary. Michelle suggests that the root problem is our fear of failure, of looking like a fool, of being rejected. These are real emotions and feelings that must be met head on with logic. The bottom line is that when we are presented with useful ideas that will benefit us, we must act. We must change and implement them.
Like it or not, social media is here to stay. As real estate professionals, it’s crucial to learn how use social media to enhance your business. Michelle outlines three ideas (one each for Facebook, Twitter and Instagram) that will make a difference. For Facebook, when hosting an open house, use Slide Share (slideshare.com) as a way to invite your followers to the event. For Twitter, try teaming up with a local business to offer some special deal or pricing. Then Tweet this out. This adds value for your followers, promotes local businesses, gets you involved with your local community, and helps you gain followers. For Instagram, create a visual treasure hunt that leads people to your next open house by highlighting the perks of the neighborhood.