It's funny - I notice that the questions that come into my in-box often have a common theme... one month it's grouping and categorizing your sphere, the next it might be getting feedback for showings, the next maybe it's making open houses more productive.
Well, this month's most popular topic seems to be about expanding one's sphere of influence without being a pest about it.
Just in the last week I've been approached by three different agents who realize they need to beef up their spheres of influence - and quickly - but don't know how to do it without coming across as pushy, desperate or mercenary. So, they're finding themselves hiding out at home being decidedly UNsocial, and then kicking themselves every evening for failing yet again to Meet More People.
Wanna know what I told them?
I told all three to go out there in that world AS A SECRET AGENT instead of venturing out into that world, business card in hand and elevator speech fired up ready to launch at every opportunity!
What? Are you serious, Jennifer? You're telling agents to BE a Secret Agent? You're nuts.
Maybe. ;-]
But here's the thing. No one out there in that world cares one bit about your real estate career until/unless they care a little bit about YOU. And when you head out with grand intentions of handing out business cards and delivering elevator speeches, you're gonna scare people. (In fact, I got an email from a real estate agent over the weekend who was nearly arrested for too-aggressively prospecting at a local Target! But that's a story for a different day).
These three agents who wrote to me knew this deep inside - they knew that they'd make other people uncomfortable if they pushed their agendas (and business cards) onto people prematurely, which is why they were having trouble motivating themselves to do it.
So, my advice to them to BE a secret agent went like this: "Go out into the world every day, be pleasant to the people you find there and keep your mouth shut about your career UNTIL/UNLESS someone asks you what you do. At that point, they CARE (at least a little bit) and you're free to answer them enthusiastically."
Will you miss a potential prospect or two by keeping your mouth shut? Perhaps. But I doubt it. And the more pleasant you are to more people (sans sales pitch), the more likely it is that those people will ask you about yourself and actually care about your answer!
I think you can do all those things and more, but if you wear your name badge you still win business.
You're awesome just by being YOU. I like the message and have always practiced it. I think you know that we're on the same wavelength about this.
I'm not a name-badge kinda gal, so that approach never worked for me. But if it works for you, absolutely!!
Loreena - Yep, I knew that ;-]
Jennifer. I've been a secret agent for many years. I am not comfortable at all pitching people on my services. BUT I am an expert at slipping what I do into a conversation. I can lead a conversation so that folks ask me what I do for aliving. Then I can just answer theoir question. Much less intimidating than pitching everybody you meet.
BB - That is definitely an art that once mastered, is a powerful prospecting tool - I'm pretty good at it, too ;-]
Hi Jennifer...where did you get that picture...I looked all over for one like that for my post...lol and you know what I ended up with!
I think we are on the same page...I don't think bursting into a room name badge on and flyers in hand is the way to go...but I do think getting out there and engaging people in conversation will naturally lead to what do you do or where do you live type questions and I wouldn't bea secret agent at that point...similar to what BB says.
Hey - BB - unless I'm mistaken, today is your Birthday! Happy Happy!
Cindy - Yes, I think we agree on tactics! But a lot of agents think they're supposed to be aggressive about handing out business cards and delivering elevator speeches, so until they have that out of their systems, I think it's best to encourage just the opposite until they find their happy medium...
Oh, about the picture... I know exactly what you mean - I tried to find Just the Right one and this is the only one that did the trick... got it at Microsoft under the search term "secret."
Great post, Jennifer. I saw Cindy's post, and commented that this is something I struggle with. I know A LOT of people. But do they know me as a real estate agent? Not necessarily. And you are correct - pushing it does not work.
I once had the bright idea to wear a big ol' RE/MAX t-shirt (with a big balloon on the back) to the gym, and I swear people were moving away from me! A little too bold, I guess.
Sorry, had to come back and tell you I found that picture...I would have never thought to type in Secret...I did Secret Agent...duh...that's why you sell books and I sell real estate! lol
I appreciate thoughts, I always so, and agree with you mostly. With this topic, I agree, NO badges, but, i always carry sards, especiall while at the town hall picking up property cards. AND, what has worked for me is NETWORKING..join some groups geared about everyone doing business, and buiding business relationships, it takes about a year, but it si all worth it.
Jennifer - This is so true! I almost didn't go into real estate because I had the stereotype of a pushy real estate agent in my mind. What I've found is that by focusing on serving my community in leadership positions and becoming the hub of communications in my community, I have many reasons to interact with others without talking about real estate. I never bring the topic up, people ask me about it. You are in a stronger position when people come to you about their real estate needs than when you chase after them.
It is!! Thanks Jennifer.
JAH, loved this thought and am headed out with my guitar to the corner to strum out that Johnny Rivers favorite, sans name tag of course.
Thanks for that extra inch....also i believe it could be a great way to brand yourself and the community your serve as well. though I like your idea a lot.
I'm not a name badge kinda guy. I don't think it works for everyone though. You just gotta know who you are :-)
Guess I'm pretty predictable - but I totally agree with this. I would love for you to share the story of the agent who almost got arrested at Target - sure there must be a great story there!
I thought about this some more yesterday and realized that the whole notion of telling everyone what you do at every opportunity really IS kinda silly UNLESS they first have a reason to care. So, instead of advising agents not to be secret agents, perhaps better advice would be to not be secret NICE PEOPLE!
Maybe if we were rocket scientists or brain surgeons or movie stars people MIGHT be more interested in what we do before they care about us personally, but, well, we aren't. We're real estate agents and we're a dime a dozen. That's not a criticism, just a fact.
Go out into the world with the goal of inspiring people to like you and care about you... and there's plenty of time to tell them what you do later...
I don't give out business cards. When asked, I may say... give me your information, I will get back to you.
I really like this post!
I think this post speaks to the relentless assualt that people find themselves under by everyone aggressively marketing themselves. At some point it just becomes too much and it devolves into a shouting match.
"I can market anything LOUDER than you!"
"No you can't!"
"Yes I can!"
"No you can't!"
"YES I CAN!"
"I can market anything LONGER than you!"...
And on it goes.....
I much prefer to just be me and let the chips fall where they may. I don't do the badge and usually only talk about business when other people bring it up. Some missed opportunities? Maybe, but I think being pushy or overbearing can push people away too so those are missed opportunities as well. I'd rather just be me and not be all business all the time.