People like others who are fully present when you talk to them. One way to do this is to have a three-part conversation. Be sure to take notes so you can remember the details when you follow up later. Here’s how a three-part conversation works: PART 1: Ask about what they do and how they got into that line of work. STEP 2: Ask them how they do their work and what their current needs and goals are. STEP 3: Ask who their key referral partners are and think about the people you know who may be a good referral partner for them. Then share who your ideal referral partner is and ask for an introduction to someone in their network. The one-on-one should take no more than an hour.
person of value who wants to add value to them, further deepening the relationship, trust, and your influence.Remember, after you make the introduction to your new connection, be sure to ask the new connection for an introduction to a good mutual referral partner. Put notes about your conversations in your database. Be sure to follow up regularly; at the very least, plan to send a birthday card or holiday card annually. Finally, send a handwritten thank-you card to show your appreciation for their time, further continuing the relationship and adding value. Because few people send handwritten thank-you notes, you’ll make a memorable impression.
Remember, the best way to add value to your network is to be generous with the people in your network. If you are, they will want to reciprocate, which will create new opportunities and expand your influence. Being a generous person makes your business more resilient and helps it grow. The best part is it relieves you from constantly spending time and money to replace lost clients and relationships. When you lead by example and share your resources, knowledge, and connections, watch others do the same for you. •
STEP 7: SHARE CONTENT REGULARLY
JEFF ROTH
As you systematically and strategically grow your network, the content you share about the work you do will reach an audience that sees you as a person of value. Because they value your content, they will look for ways to reciprocate by sending you referrals and clients and liking, commenting, and sharing your content. Be sure to do the same by regularly liking, commenting, and sharing the content of others in your sphere of influence. This allows you to reinforce and add value to the relationship.
STEP 6: DO WHAT YOU SAID YOU WOULD DO After having your one-on-one meeting, follow up with the things you said you would do. Then, consider one person in your
Jeff Roth is the founder of Arbor Advising in Ann Arbor, Michigan. Arbor Advising is a real estate consultancy passionate about helping clients invest, buy and sell in Michigan. You can contact Jeff at jeff@arboradvising.com, visitarboradvising.com, or subscribe to the weekly newsletter at www.arboradvising.com/subscribe.
network who would make a good referral partner for the person you met and for the person you plan to refer. Chances are the person you are considering referring will say “yes” because they know you are a
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