by Brian Perry
Yesterday Greg and I attended a Buffini & Company referral workshop hosted by Joe Niego.
Some of the topics covered were of course working by referral, three keys to cash flow in this changing marketplace, an interesting observation about the "state of the market", building your database, and building your client appreciation program.
One of the points that really stood out to me is the observation about the state of the market... or more specifically the people in todays market. When people are in need of a professional service their number one priority is to get a referral. When was the last time any of us went to the doctor, dentist, or hired a babysitter in response to a mailed ad? Food for thought! Buying or selling real estate is one of the (if not the) biggest financial decision people make today, so why would we expect them to use an agent through a cold call, or neighborhood mailing. Building trust with people through character and competence is critical to ensure the success of a prolonged real estate career. Only when they trust you will they refer you to those they trust!
Another interesting point: Why don't we like to cold call, door knock or use any of those annoying prospecting techniques? Because we don't like them being done to us!
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