- Episode 2 -
Now that I’ve been in the business for nearly five years I’m considered a “Seasoned Agent”, and I have the opportunity to mentor new agents in our office.
One of the first questions I am always asked is, “How long have you been in the business?”
To which I answer, “All of my life! I’ve bought and sold my own homes; I’ve done my own investments; I’ve always stopped at open house signs in the neighborhood; and I am constantly sneaking a peak in windows as I pass by, so it seems like forever.”
Their next question is always, “How do you get your clients when you’re new to the business?”
As most of the great legends of the industry teach, you go back to those who know you best – your sphere of influence. When I got my license it was close the holidays, so I went back to the office that did me the greatest favor of all by laying me off a few months earlier. These were the folks that I’d most recently worked with and who knew my business sense, and more importantly, knew me.
I took them 300 individual bags of homemade chocolate chip cookies, tied with a red ribbon and my business card. I looked like Santa as I embraced the building with my huge red sack of cookies. I walked throughout the office and handed them out, talking with those who I had previously worked with.
And the journey began.
My first four closings came from that office a few months later, and those contacts have never stopped giving back. Whether it was their own personal real estate adventure, or a referral that they provided me with, that office has remained one of the best sources for my loyal business following.
Your sphere of influence, besides your friends and family, could be the local grocer, the nail salon, the dog groomer, the hairdresser, or anyone you do business with – and those folks surround you every day. Getting in touch with them is as easy as swapping business cards or striking up a conversation surrounding the local market conditions. Then follow up with a call, or even bring them an item of value about the area is a great way to stay in front of them and make that lasting relationship.
And if all else fails, cookies really can bring in the “dough” for you!
Kay Conageski is a professional Realtor® with The Keyes Company based in Plantation, Florida. Check out her RESAAS profile ›