We all have to eat. So why not have lunch with a client or prospective client. I go to lunch every week with past customers or agents or recruits. Or I go have coffee with them at Starbucks. This is really real estate basics but I see a lot of agents who do not use this time effectively.
It is a great way to stay in touch with your freindsand family and past clients. I love to go to where they work and visit them. The reason I do this is because I get to meet their co workers. Has the light bulb gone off yet??? Yes I get to meet the guys they work with. They get to meet me not as an agent but a freind of their co worker. Then the find out what I do and many times I get a referral from someone in the office who needs to buy or sell.
Personal referrals are the most valuble to you. The trust factor is already built in. And trust is one of the major factors a seller and buyer use to determine who they are going to work with.
Let’s talk about a buyer and lunch or coffee. Many times you get buyer leads from ads or email. They just want info and have not decided on an agent yet. Try this. Ask them to meet you for an interview. ” Can we meet for coffee at Starbucks and you can interview me to be your agent?” Then shut up and wait for them to answer. There are going to say yes, no or maybe. It makes them realize that you want to earn their business and that they have a no obligation approach to meeting you. Some buyers don’t set appointments with agents because they are not yet comitted to buying. Some don’t want to commit to an agent yet. I have used this technique on several occasions.
The reason I thought about it this week, was because one of the buyers that I met using this interview technique stopped by to see me. I sold them a house on Lake Norman and since have sold them a commercial building. And yes they are on my mailing list. And we go to lunch from time to time. So when you read my blog and think about how easy I make it sound. Ask yourself can I do this? Sure you can, but do you want to? You have to love selling real estate to be good at. So if you don’t love it I would suggest getting another job and let the ones of us who love it, do all the business.
As always if you have a referral for the Lake Norman, Mooresville, Cornelius, Davidson, Denver, Charlotte, Concord, Statesville and Troutman North Carolina areas. Send them my way. I promise we will take good care of them.
PS. I am taking the wife and kids to Bermuda for a vacation. Back in action the week of June 24th
Rick Knight
