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Time and time again, agents are told that making the best use of their database is the key to success, but are you ignoring an untapped well of potential clients online?
Real estate trainer Josh Phegan spoke at AREC 2016 about utilising your social contacts for business to increase your sales.
Mr Phegan said any agents who worked in construction or who has tradespeople among their social media contacts should be using these contacts to source new business.
The key to this strategy is changing how you view people, and avoiding placing them into categories, he said.
“Go ring every single person who’s your friend on Facebook, LinkedIn, Instagram, Snapchat and any of those cool things... ring every single one of those people and see why they’re not in your database,” Mr Phegan suggested.
Dismissing potential clients and contacts is the quickest way to lose business, and agents need to reassess the judgments they make when they met new people.
“Because right now as I stand here in front of you I’m a buyer in the right marketplace, I’m a tenant in three locations, I’m a landlord in three locations [and] I’m also here as a seller in potentially four locations,” Mr Phegan said.
“But do you dismiss me? Do you only treat me in the dimension you met me?”
Mr Phegan spoke about a client of his who was an ex-builder. In his first year in real estate, the former builder did not enjoy prospecting for new business.
Mr Phegan encouraged him to reach out to his contacts from his building days, advice he followed. Within 12 months, the ex-builder had more than 60 transactions.
“I asked him what he did and he said, ‘Mate it was pretty easy, I’ve got a very simple formula. I just ring up all my old tradie mates.’”
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