One of the skills that seems to be disappearing rapidly is the art of networking. We are all too busy typing on our “smart” phones. What this means is that we are reverting back to talking “at” our customers and clients and are not listening enough.
Bob Burg has written a number of must-read books for anyone in sales let alone Realtors such as The Go-Giver, Go-Givers Sell More and Endless Referrals. It is this last one which includes some really helpful advice on interacting with people in a business setting and making the most of networking opportunities. I am only listing six of the ten that he suggests we use. For the full list, I recommend buying his book Endless Referrals
- How did you get your start in the “widget” business?
- What do you enjoy most about your profession?
- What separates you and your company from the competition?
- What advice would you give someone starting out in the “widget” business?
- What one thing would you do with your business if you knew you could not fail?
- What significant changes have you seen take place in your profession through the years?
The added question that he suggests asking once you have established some rapport would be: How can I know if someone I am speaking to is a good prospect for you?
As you can tell, the focus of all of these questions is on the other person and our sole objective is to listen carefully for anything that suggests there might be change in the works that could lead to a real estate requirement. Listening is not generally a strength as mentioned earlier but is something that brings great rewards!