Networking Playbook for Agents

Fact: The #1 reason that agents get out of the business is their inability to generate clients.  Efficient networking alleviates this problem. 

There are only 5 things a real estate agent needs to do on a regular basis to be successful:

1. List and Show Homes

2. Write and Negotiate Offers

3. Manage Pending Transactions

4. Prospecting/Networking (Leads and Personal Contacts)

5. Educate Themselves on the Real Industry 

Let's assume that you spend 30 minutes daily training and educating yourself on the industry/market.  Let's make another assumption that you are looking to work an 8hr day.  That means that if you don't have any clients that you need to do 1,2 or 3 above today for, then you should be spending 7.5hrs on #4 Prospecting/Networking! 

Prerequisite: Before you set off on a path to grow your database, you need to make sure that you have already compiled a list of all your current contacts.  Our Ultimate Database Booster (Autopilot) program does just that.  Click Here to enroll. 

Phase 1: Meet New People (that you will see over and over again)

There are indeed numerous ways you can meet new people, but the key to proper networking is building relationships, and you do that by interacting with the same people regularly.

The following is a list of ideas you can do for free to meet new people:

1. Be the parent integrator for your kids activities (sports, groups, clubs) ie organize the beginning and end of season parties

2. Bring your dog to the local dog park at the same time each week

3. Attend local council or town hall meetings: Participate in your local government and meet others who are active in the community.

4. Attend community events: Parades, festivals, and other local events bring the community together.

5. Get Involved with your neighborhood

   • Start a facebook group for your neighborhood

   • Join a neighborhood watch group.

   • Plan a neighborhood block party or have the neighborhood to your house.

6. Volunteer at places like the

   • food bank or soup kitchen.

   • youth center

   • homeless shelter

   • animal shelter.

   • Local hospital or health center

   • Senior Center, retirement home or assisted living facility

   • Local charity

7. Get involved in fundraising activities

8. Get involved in a political campaign.

9. Get on the board of a local company

10. Attend public library events.

11. Get a part-time job in a community-centered place, like a coffee shop or restaurant.

12. Get involved in your local ethnic group

13. Get involved with a local school's PTA.

14. Attend poetry readings or open mic nights.

15. Attend farm markets and chat with local farmers/booth owners

16. Attend religious or spiritual gatherings

17. Get involved with local support groups (Ie Alcoholics Anonymous ) 

18. Use apps to meet people with similar interests like Meetup, MeetMe, Hey! VINA, Facebook Local, and Nextdoor

The following list may have some small costs:

1. Join a community sports league: Many cities have adult leagues for sports like soccer, basketball, softball, and more. 

2. Get involved in local theater: Try out for a play or work behind the scenes.

3. Enroll in a class or workshop: Local community colleges or adult education programs offer many options.

4. Join a local club related to your hobbies or interests like:  gardening, hiking, running, cycling, chess or other board games, home brewing, wine/beer tasting, books, crafts, film or cinema, cooking, photography, bird watching, choir/music, dance

5. Become a member of a local museum or art gallery and attend events.

6. Join a toastmasters or public speaking group.

7. Attend fitness classes like: yoga/pilates meditation classes, Spin, Row, Zumba, Barre, boxing, water aerobics, kickboxing, HIIT, Crossfit

8. Join a local service club like Rotary, Lions, or Kiwanis.

9. Join your local chamber of commerce

10. Frequent the same few local restaurants (instead of always going to different ones) so that you get to know the owners and staff and they get to know you. Try to stay away from Regional/national chains as local businesses 

Remember, consistency is key. Regular attendance at these activities increases your chances of meeting the same people repeatedly and fostering deeper connections.

Phase II - Become their “Real Estate Resource”

Once you are interacting with these people on a regular basis you need to add them to your database.  At this point, we recommend you tag them in your CRM as Sphere of influence - C (SOI-C).  An SOI-C is a contact that you have that doesn’t consider you a real estate resource.  Most people stop here.  They meet new people, but don't gain the know you, like you, trust you factors that it takes for people to transact with you. Your goal is to move these contacts from SOI-C to SOI- B.  An SOI-B is someone who knows you as the “Real Estate Guy/Gal”.  The deeper your connection with your SOI-B, the more likely they are to utilize you as their agent. You can read this article for the additional services you should be able to provide your clients to truly be their “Real Estate Resource”. 

To do this you should do the following:

1. Never go anywhere without brand/real estate gear. It's the easiest conversation starter, once they know the brand, it's a constant reminder to your contacts that you sell real estate.

   • Get Conversation starter gear from a website like https://www.allthingsrealestatestore.com/

     1. Laptop stickers like “ Real estate expert here. Have questions, let's chat! “ for your afternoons at the local coffee shop

     2. “Wanna buy a house? “ t-shirt for your next spin class might just be what you need.

   • Get ROVI Brand Gear at our store

     1. Coffee Mug with Company Logo

     2. Water Bottle with Company Logo

     3. Apparel with Company Logo

2. Always have a real estate story ready to go.  

   • Let's say you have decided to take a yoga class as one of the ways you are going to meet new people.  You need to get to class 10 minutes early and when someone says “How's it going?” you tell your crazy real estate buyer/seller story.  Then you stay 10 minutes after class and when someone else asks “What’s new?” you tell your real estate story etc. 

3. Follow them on social media and comment on their posts (Liking their posts doesn't necessarily get your name in front of them).  Make sure that when they go to check out your social profiles you post often enough that they will clearly see you do real estate. 

4. Read this article for a full list of ways to nurture your contacts.

Phase III - Identify the A’s (3 Main Groups)

As you are regularly interacting with people, you need to ask what they do for a living and listen carefully to their answers.  There are certain professions/positions that are more likely to be able to send you business.  We would recommend that you tag these individuals as SOI-A.  When you come across an A, you need to strategically make sure that you spend more time with these people.

Group 1 - Service providers who tend to know their clients intimately because they see them regularly and spend at least 15-20 minutes with them at each interaction:

1. Hairdresser or hairstylist

2. Dental hygienist

3. Massage therapist

4. Esthetician or skincare specialist

5. Personal trainer or fitness class instructor (ie yoga, pilates etc)

6. Chiropractor

7. Acupuncturist

8. Nail technician or manicurist

9. Spa therapist or wellness practitioner

10. Physical therapist

11. Optometrist or eye care professional

12. Veterinarian

13. Tattoo artist

14. Barista at a local coffee shop

15. Bartender at a neighborhood bar

16. Sommelier at a wine bar or restaurant

17. Speech therapist or speech pathologist

18. Makeup artist or beauty consultant

19. Nutritionist or dietitian

20. Daycare facility owner (kids or pets)

21. Audiologist or hearing specialist

22. Waxing specialist 

24. Piercing artist or body modification specialist

25. Orthodontist 

26. Podiatrist 

27. Herbalist 

28. Homeopath 

29. Personal stylist or fashion consultant

These service providers typically have regular and extended interactions with their clients, allowing them to develop a deeper understanding and knowledge of their clients' needs and preferences.

Group 2 - Based on the nature of their professions, and the types of clients they interact with, the following people are more likely than the average person to refer business to real estate agents:

1. Divorce Attorneys: They deal with clients who often need to sell property as part of the separation process.

2. Probate Attorneys: These attorneys handle the affairs of deceased persons, which often include property that needs to be sold.

3. Elderly Care Specialists: People who provide services for seniors often encounter situations where a home needs to be sold due to a move to a care facility or a downsizing.

4. Auctioneers/Estate Sale Company Owners: These professionals often work with people who are preparing to sell their homes and need to sell their belongings first.

5. Mortgage Loan Officers: People applying for a mortgage are obviously in the process of buying a house and may not yet have a real estate agent.

6. Relocation Services: Professionals who help people relocate often have clients who need to sell their existing home or find a new one.

7. Insurance Brokers: These professionals often know when their clients are buying or selling property because it will affect their insurance needs.

8. Home Inspectors: They usually work with people who are buying or selling a house and could refer their clients to real estate agents they trust.

9. Local Building Supply Stores: These stores often interact with people doing renovations in preparation for selling their homes, or new homeowners looking to make changes to their newly purchased properties.

10. Home Stagers and Interior Designers: These professionals work closely with sellers to make homes more appealing, and they might have clients who are still looking for a real estate agent.

11. Landscapers/Lawn Care Specialists: Just like home stagers, these professionals work to improve the curb appeal of homes that are being sold.

12. House Cleaners: They often work with clients who are preparing to sell their homes and might be able to refer a real estate agent.

Remember, networking and establishing connections with these professionals can be key to increasing referrals, as they often interact with individuals who might soon be entering the real estate market.

Group 3 - Individuals or positions that tend to be well connected within their communities:

1. Town Mayors: They are leaders in our neighborhoods who know what needs to be done and promote action to get things done. 

2. Small/Family Business Owners: Small business owners are often deeply embedded in their communities. They interact with a wide range of individuals daily and contribute significantly to their community. They not only provide services or products to their fellow citizens, but they also sponsor local sports teams, assist in organizing local festivals, and support other community initiatives.

3. Elected Town Officials: Town Council Members or Members of Parliament in certain jurisdictions, for example, are key figures who manage public affairs at the local level. They are responsible for managing the common property of residential flats and commercial property within the town, which naturally makes them well connected within the community.

4. Local Nonprofit Leaders: Heads of local nonprofit organizations, charity foundations, or social services agencies often have strong community connections. They work with diverse populations and partner with various organizations and stakeholders to fulfill their mission.

5. School Leaders: Principals, superintendents, and members of school boards play significant roles in their communities. They interact with students, parents, teachers, and other staff and often collaborate with community partners.

6. Religious Leaders: Pastors, priests, rabbis, imams, and other religious leaders often have deep connections within their communities. They not only lead their congregations but also participate in or organize many community events and social services.

7. Local Media: Journalists, editors, and owners of local news outlets are often well connected. They cover local news and events and interact with a variety of community members.

8. Chamber of Commerce Members: Members of local chambers of commerce, including small business owners, corporate representatives, and other professionals, are typically well connected within their communities. These organizations often host networking events and collaborate on community initiatives.

5 Year Plan with Combination of Leads and Proper Networking*

CLICK HERE TO KNOW HOW TO BUILD, ORGANIZE AND NURTURE YOUR DATABASE