I'm often asked how I generate new business. I've used different tools to reach out to the community of business owners in order to introduce myself, get to know them and begin fostering a business relationship to gain their trust in order to assist them in finding space, a new tenant or an investment property. I know it sounds like a lengthy process, but it is!
It is very difficult to sell your real estate services "over the phone" these days. Reaching out via phone (cold calls) has it's place in my day to day repertoire and I find it most effective when looking for a tenant to fill one of my listings. I start with a specific listing, make a list of professionals whose business model fits best and start calling. The purpose of these calls are not to gain them as a client, but instead let them know I have a vacant space that may fit their business and to find out if by chance their lease is coming due and they'd like further information. And yes, I've even gained new clients from those calls when the space I'm highlighting may not fit, but they give me the chance to find the space that does.
As consumers and business owners become more and more impatient with being advertised to on a constant basis, I look more to the power of networking and warm referrals to generate business. To do this, you simply have to get out there and get out there often. There are many events and organizations in your local area making it easy to find at least one evening or lunch time event per week that you can attend. Here are a couple of tips and suggestions on how to become a prominent member of the business community in your area:
- Join your local Chamber of Commerce: they have many events during the month
- Attend a couple of "Business After Hours" events per month
- Consider joining a professional organization
- Visit a local BNI chapter. Go to www.BNI.com for more information
- Volunteer with a non-profit organization
- Join LinkedIn, Twitter and perhaps even start a Blog :-)
Most important of all, be patient and consistent, it takes time.
Don't hesitate to let me know your additional thoughts.
Be well,
Rhonda