Real estate is a social business. It doesn’t matter whether you’re new to the business or are a seasoned pro, if you want to build your business you have to build connections. You build connections with trust. They include everyone in your database and even those you haven’t met yet. As humans, we thrive on building connections with one another. When we talk we try to look for commonalities, and if you’re in the service business, you look for a way to help them. It’s through these conversations that you get to know one another and build trust.

Trust is essential to any business that is built on relationships. And, if you want to build a real estate business that is able to weather any storm, you must build the foundation of strong relationships with people you know. You know that you have to connect with people in your network in order to grow your business. However, are these connections you’re having leading to the conversations you need to have in order to build trust and further the relationship? Communication is a two-way street. Make sure that both sides are open. Today will help you ensure that your connections lead to more conversations and stronger relationships.

Why connections matter

When your business is built upon relationships, your connections matter. Each time you reach out to connect with somebody in your network you create an opportunity to build trust and get to know them better. And once you know them better you are better equipped to help them. Many salespeople fall into the same trap. Although they know it’s important to reach out to people on their networks, they don’t do it effectively. For example, they may give them a call on the phone and leave a message.

Now, there’s nothing wrong with that if that’s the way the client wishes to be communicated with. However, these days, most people, especially those under the age of 40, don’t answer the phone and most people don’t check their voicemail. Unless the client was expecting the call, it’s very likely that they won’t listen to the voicemail. This creates a wasted opportunity where the salesperson could have connected with the client. Unfortunately, most salespeople will use this method of reaching out and then cross the client off the list for the day. After all, they did reach out to them, right? In reality, it doesn’t necessarily count as a connection because no connection was made.

The key to connecting with the people in your network boils down to two things:

Connect with people the way they wish to be connected with. If that means text or social media messages, then connect with them in this way. It may also mean that they take phone calls and prefer that method of communication. If that’s the case, be sure to connect with them in this way. 

Make sure that the way you are connecting with your network helps you create conversation. That is, are you making it easy for them to reach out to you or are you creating extra steps for them to take?  If you want to connect more effectively with your network, you have to be smart about how you connect with them. If they have to take extra steps, they won’t reach back to connect with you.

When you text or message them, you’re making it easier for them to reach you when it is convenient for them. They’ll see your message and reply when they have a chance. In the meantime, you’ll be at the top of their mind. If someone brings up real estate, they’ll think of you. And, they may even introduce you to potential buyers or sellers.

Does this create a conversation?

This is the most important question to ask: does this activity create a conversation? Whenever you’re about to work on your lead-generating activities, ask yourself what helps to create a conversation. The more you converse with the people in their network, the more trust you’ll build with them. 

Messaging

Although you might think that calling them on the phone will naturally create a conversation, keep in mind what we said above that most people don’t answer the phone. However, sending a text or message via a messaging app starts the conversation and encourages it to keep going at everyone’s convenience. 

Face-to-face

Getting face-to-face with them will encourage conversation. Ask them to coffee so that you can get time to talk to them face to face and catch up. This will allow you to get to know them better so that you know how you can serve them. For example, they may mention that they’re looking to buy an investment property or maybe they want to sell their investment property. This is information that you may not have found out over the phone or even over text.

Another way to get face-to-face with your clients is to stop by their homes to deliver a small branded-leave-behind item. These are just small tokens of appreciation that you give to your best clients. Drop by their home at a time when you know they’ll be there and have a brief chat. The key word here is brief. You’re not staying for dinner, and you don’t want to overstay your welcome. Simply give them the item, chat for a few minutes, and then be on your way.

What about notes?

Although notes are a great way to let your clients know that you’re thinking of them and to help you stay top of mind, they are not ideal for creating conversations. Sure, we encourage people to send notes as a heartfelt way to build relationships and trust, keep in mind that they are not a way to start a conversation. That is the primary objective of your daily activities in CircleCloser: will this create conversations?

Use CircleCloser to help you connect with your real estate network consistently

When your business is built on the connections that you make it’s important to nurture your relationships with your contacts. One of the best ways to build trust and your relationships is to be consistent. Your clients, both passed, present, and future, want to know that they can trust you. The best way to do so is to follow through with doing what you say you will. When you say that you’re going to contact them regularly, they need to know that you’re going to do so.

Although many real estate agents but the relationships fall through the cracks once the transaction has closed, those who are truly successful and build strong businesses keep in touch with their clients long after that transaction has ended. They do so because they consistently keep in touch with them, always looking for ways to serve them, whether they’re in the market currently to buy or sell or not. 

CircleCloser was developed to help real estate agents foster relationships with their clients at every stage of the transaction, even afterward. Our CRM will help you nurture your relationships with your clients on a consistent basis so that no one falls through the cracks. Whether you are just starting out in real estate or you are an experienced professional, you don’t have time to wonder who you need to contact next. CircleCloser helps you manage your relationships so that you’re always contacting the right people at the right time. We take the guesswork out of building a successful real estate business. If you’re not using CircleCloser what are you waiting for? Click here to learn more.