Thoughts, Ideas, and Concepts by Sandra Parks

Posts tagged ‘relationships’

Holidays are Great for Networking

The approaching holiday season is a networking paradise. The timing is perfect for arranging introductions to those you want to know you. More importantly, it’s a time to be focused on how you can give to others rather than viewing connections as the solution to meeting just your needs. In fact, successful networkers make it a point to seek out ways to help others. Often, they generously suggest assistance and support even before it is requested.

The most reliable networking strategy promotes good relationships by concentrating on giving more and expecting less. First, think about how you can offer help rather than what you stand to gain. Seek out ways to surprise people by offering assistance before they ask. This generosity not only demonstrates good intentions, but is sure to delight the recipient, create good interpersonal chemistry and generate desire to return the favor.

Yes, it is better to give than to receive.

Relationships are cemented and continue to thrive (and keep delivering exponentially increasing referrals) when both sides recognize benefits and value. Productive networking is relationship-driven not transaction-oriented. This time of year offers many occasions to nurture relationships, create lasting positive impressions, get on the radar and be remembered for your remarkable assistance. It’s a wonderland of fresh prospects and a harvest of contact renewals. The many corporate events, social occasions, and community celebrations offer a myriad of giving opportunities to establish connections, strengthen ties, invigorate relationships and share ideas. Don’t be hesitant to extend invitations – whether or not they are accepted, it is a way to connect and let others know that you are thinking of them.

Almost any neighborhood, family or business gathering may produce a conversation with someone who has information you can mine unobtrusively for leads to new career challenges for yourself and those you know. With so many venues to choose from, select ones where you are most likely to reach your networking goals: a high probability for face time with individuals you want to show your potential value proposition, unique talents and interests to.

These encounters could be your big break to:

  • Chat with current or former employees at your target companies
  • Exchange business cards with an industry leader
  • Arrange a future meeting with someone difficult to reach.

Brief interactions can be springboards to great relationships if you find ways to provide support and thereby sustain the connection. In the future, you will be one of the lucky few with critical inside information, access and support because you are recognized as a giver, not just a taker.

Want to enhance your networking efficiency to generate even better results? Prepare thoroughly in advance, anticipate questions and have well thought out and concise responses prepared. Be ready to make clear, compelling points to attract attention, pique curiosity and put you top of mind. Your delivery has to be attention grabbing to overcome interruptions and compensate for a lack of privacy. Listen actively so you are apt to pick up on a need you can address and keep up your end of the discussion. Don’t forget to come armed with business cards with your contact information. To stand out, add a few bullet points depicting your interests and areas of expertise or other memorable data on the reverse side of the card.

To further increase your networking effectiveness, attend gatherings where you will feel comfortable and put your best foot forward. Avoid situations where you might be stressed, rushed or distracted from your networking mission: meaningful conversations that leave a strong, positive impression. Picking up insider-only knowledge, connecting those you know to each other and optimizing purposeful networking contacts all ladder up to your goal. One of the best ways to be a helper is to connect people. It is often more enjoyable as well as more effective if you partner with a buddy. You can introduce each other as an icebreaker to start new relationships and keep a conversation flowing.

In conclusion, remember to stay focused. To reap the full benefits of networking purposefully, you must be alert and stay sharp. Don’t overindulge in food or beverages. Conduct yourself professionally at all times. Dress conservatively. The ROI is simple. Just one meaningful dialogue creates measurable value from every networking event. It’s the quality not the quantity of relationships developed, pursued or renewed. Holiday networking targeted to giving and helping is good career management that produces networking benefits throughout the New Year. Remember that it is not just what you know and who you know, but who knows what you know that produces new opportunities in today’s job market.

 

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This is so true!!!

Value of a Lead

“The indispensable first step to getting the things you want out of life is this – decide what you want “

Ben Stein

Last week we talked about finding good qualities in all people- including leads you just met. This week we will take a quick look at the potential Dollar value loss of each lead that you let slip away, and how important it is to make sure you keep them as a client and build a relationship with them. Always recognize that today’s first-time client can be 4- 7 potential transactions in the future, and that is just the beginning. If you take a closer look at this, and if you go with the low end assumption that every client on average refers you one new client over their life cycle- you can quickly understand the value of developing relationships over time.

So let’s take a closer look at this and use the assumption that each client sends you just one new client over their life cycle. It is easy to recognize that each client is worth a lot of revenue over their average life cycle when you set this up as a diagram. Go ahead take each client and add one referral and keep going deep with it 5 years, 10 years, and 15 years. Can you quickly see how important it is to value each lead and each relationship no matter what your average commission may be?

Now the key is can you continue to develop techniques to enhance these relationships -that is what separates the best from the rest. We will explore this topic more next week

I hope this has emphasized the importance of why you should build strong relationships with each and every prospect and client you meet.

It is not easy and takes a lot of time and effort, but it is the way all top Real Estate sales professionals build their business

To your success!

Michael Cosentino

Michael is the co-creator of http://www.REOSalesExcellence.com, which has trained hundreds of agents nationally on how to build a successful REO business. He is also the founder of http://www.FindREOAgents.com, a national directory that connects thousands of REO Real Estate Agents and Asset Managers from across the country. He has a passion for helping people avoid foreclosure, which he has brought to life with his investment and mitigation firm, Global Capital Management. His mortgage organization, Global Capital Mortgage, specializes in helping serve the distressed marketplace. To learn more about Michael, add him as a contact with this email: mc@michaelgcosentino.com

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