As your business takes off in real estate, it’s important to maintain the relationships already established with not only your former clients but also in the communities you serve.
One of the best ways for agents to gain exposure and build new relationships with potential clients is through the gift of giving. Recently, Raj Qsar of The Boutique RE, a residential real estate brokerage in Orange County, California took this idea for a spin.
They teamed up with Giveback Homes and Soul Cycle for a unique way to give back to the community. By reaching out to their network, they organized a #RidetoBuild spin class to help raise the funds needed to build a home for a deserving family.
Raj and his realtor friends managed to raise the money and feel the burn while helping to better the life of a family in need with the guided help of Giveback Homes.
Fueled by the passion of real estate pros like Sindeo Advisory Board Member, Raj Qsar, and hundreds of other leaders in real estate, Giveback Homes has made the opportunity to give back easier than ever.
Giveback Homes provides their members with marketing and design services, tutorials on how to incorporate giving into their business, local Build Days, international Build Trips, and tangible results of the impact they’re making throughout the world.
Recently, Sindeo helped fund a home for Marie in Haiti and Arcadio in El Salvador, and has plans to join Giveback Homes for their first Build Day in San Francisco this Spring.
Want to help too? Click here to donate to the San Francisco project or any of their Build Projects throughout the world.
Get out of the office and make personal connections that generate leads.
Starbucks and other places like it are great locations to generate leads.
Be consistent and focus on creating relationships that build credibility and lead to sales down the line.
Always bring marketing materials and discreetly advertise yourself with branded accessories, such as a laptop cover.
Starbucks isn’t only the place to pick up your daily triple nonfat latte with a drizzle of caramel and extra foam on the side — it’s also a great place to find leads.
James Michaelin recounts how he got two leads in one morning at Starbucks thanks to good listening and quick action.
“I overheard a business meeting that someone was starting a business and they brought up needing to find a Realtor for a location,” he wrote. “Well, [the] keyword Realtor was said so of course I introduced myself, gave my card to both of them and they [wanted] to get together soon.”
Twenty minutes later, James got another lead from a man who overheard his conversation with the two businessmen.
As it turns out, Michaelin isn’t the only agent who uses Starbucks as a lead-generating tool. There’s been a lot of chatter online over the past two months about the power of Starbucks and other places like it, such as Panera Bread or even Dunkin’ Donuts.
Here’s some of the advice agents gave on how to make Starbucks work for you:
1. Mark it on your weekly schedule
Raj Qsar goes to Starbucks three times a week to do local real estate research and work on handwritten thank-you notes. Because of his consistency, customers expect Qsar to be there and look forward to asking him questions.
2. Make your presence known
Agents aren’t the only people who use Starbucks as a second office. Most of the people are there are to get work done and rarely look up from their phone, tablet or laptop.
So how do you let people know a Realtor is in the room? JT Takacs suggests telling the cashier to write “Realtor (insert name)” on your cup, so when the barista calls your name, everyone will know your profession.
3. Discreetly advertise yourself with branded accessories
Order a customized laptop cover that has your name, logo, website URL and a great call-to-action. Amanda Miller Hudson says: “I have the Realtor ‘R’ logo in sticker form over the apple on my MacBook Pro. It works! I picked up a seller lead last November at Panera.”
4. Focus on making personal connections before generating leads
What agents love about Starbucks is the chance to get from behind the tech wall and make real-time, face-to-face connections. Don’t stop in with the expectation that you’ll walk out with a handful of deals each day, because as many will attest, there will be days and weeks when you won’t.
But you will build the relationships and familiarity crucial to establishing your brand and long-term success.
5. Offer on-the-spot advice
When Zillow evangelist Jay Thompson goes to Starbucks, he brings a sign that says: “Have a real estate question? Fire away!” And he buys a cup of coffee for those who are brave enough to take the offer.
6. Bring marketing materials
This seems like a given, but some may feel apprehensive about bringing their regular marketing materials with them into Starbucks. David Fresquez suggests having a set of “ready-made buyer or seller folders that includes information about you, your latest accomplishments along with some social proof.”
Keep these folders in your briefcase, backpack or bag and give them to your potential lead once your conversation is done.
7. Small sacrifices can hook a big fish
At Luxury Connect in October, Josh Altman shared a story about how he was able to snare a sale at Starbucks. He frequents one Los Angeles store in particular and had purchased his coffee when he saw a well-known celebrity join the line.
So Altman threw out his just-procured drink and stepped in line behind the celeb, struck up a conversation and discovered he was looking for a home. He offered the star $1,000 to come with him to a place he thought would fit the bill — certain it was perfect. And it was. Being willing to throw out the coffee and offer money to show sincerity generated a happy ending to the story, a $12 million sale.
Do you have any extra advice for getting leads at Starbucks? What are some other places you like to hang out? Share them in the comments below.
It’s a forum for advice and mentorship where brokers in the real estate industry can share best practices.
Inman has launched a new Facebook group for for brokers, franchise executives and real estate company leadership. Inman’s Broker War Room is a forum for advice and mentorship where brokers in the real estate industry can share best practices, help each other solve gnarly problems and become better owners.
Members are limited to broker-owners, executives and franchise team members.
It’s a closed group, but brokers and their employees, as well as franchise members, can join here.
“We created this group for brokers, by brokers and with brokers,” said Inman publisher Brad Inman. “The best advice and counsel can come from one another, not consultants, gurus or, god forbid, journalists.”
Real estate broker Raj Qsar and Stacy Stateham, vice president of marketing at Bloom Tree Realty, are serving as volunteer administrators for the group
“With so many Facebook groups geared toward agents, there is a void for real estate company leadership,” said Stateham. “Until now! As much as every real estate brokerage and company is unique in how we go to market, we have a lot of similarities in the common challenges that we all face, and my hope is that the Broker War Room gives us a place to collaborate and share.”