Unfortunately, not everyone views expos as opportunities waiting to be found. Generally speaking, women invite a friend to Go-with and they routinely walk up and down the aisle not really investigating what there is to be offered. In contrast, the men walk the aisles stopping where they are most comfortable and able to talk peer to peer to the man behind the booth.
In both cases, the men and the women are not creatively looking for ways to expand their businesses.
Years ago, as a job hunter, I realized that expos were the all time best place to find a job. All of the company literature is laid out on the table and representative employees are there to speak to and question. It was very convenient to find everyone under one roof.
As a salesperson in corporate America attending the expos, it was once again an easy afternoon of warm calling instead of cold calling. The expo eliminated a lot of wasted time Dialing for Dollars or walking up and down the street. The most suitable companies were easily identifiable in one arena.
Similarly, entrepreneurs can find a wealth of information for their business at the expos.
Tip #1: Think Creatively. A major difference for entrepreneurs is that creative thinking is critical for making the most of the business experience. Instead of walking up and down the aisles thinking this isnot for me, turn the thought around to, Let us find how we can possibly work together.
As an example, a divorce attorney may approach a real estate company. Many of the clients of this attorney will need to sell their homes; a long term care insurance provider might look for someone specializing in helping others care for the elderly. By seeking power partners at the expos, you will be on your way to sending referrals back and forth and building business more quickly.
Tip #2: Consider the Entire Program. Before you register for the expo, read the entire agenda for the day. If there are interesting seminars from which you can learn, it may be advantageous to sign up for the package including meals. As long as you are spending the time, be sure to include the education piece to move your business along. And at lunch be open to meeting new people, you never know who might sit next to you.
Tip #3: Donate A Prize Related to Your Business. Another avenue for entrepreneurs to get noticed at the expos is to donate a gift related to their business. Most attendees stay long enough to see if they have won a prize. The announcements of the prize and the winners come over the microphone and many people will hear the announcement of your name and the name of your business. It is an inexpensive method for advertising and just might net you a new client.
Your generosity will also be noticed by the leadership putting on the seminar. Call after the event to set an appointment to find if you might be able to conduct business with them in the future.
Tip #4: Follow-up. Finally, follow-up with everyone to whom you spoke. For those with whom there may be a synergy, set up a phone call or coffee appointment; and invite everyone to subscribe to your newsletter. Everyone will be impressed with your timely follow-up. Why? It is a known fact, very few people follow-up. It will set you apart from everyone else.
Remember, if you are taking time away from working on your business, then make the most of your time working for your business by thinking creatively to expand your business.
My Story: As I entered the San Francisco expo, I noticed a sign that indicated that vendor was an alternative business bank. I tentatively took a few steps further but turned back. I was curious by the word, Alternative, and certainly liked the word, Business.
The gentleman greeted me and I asked,If you offer alternative services to businesses, would you consider partnering to offer sales training?
Another woman was at his booth and the two of them began to laugh. It was less than two minutes previous that he confided to her, I wish I could find another service to offer our clientele!
We began the process of exploring ways in which we may work together. Had I not thought out of the box, this would not be possible.
By creatively attending conferences, in addition to training, I received a video interview, keynote speech contract, a column in Diversity Edge Magazine.
The good news is, people are still buying houses and they always will. Hard work will be needed to get the job done. A Savvy Real Estate Agent can compete in the current housing climate by locating buyers and focusing on giving them what they want. I'll share with you some advanced sales tips for generating a profitable year.
Conduct buyer seminars. Offer to give informational (and free!) classes at your local civic or religious center, updating people on the current market conditions. You can teach them how to buy a house even if they've been turned down before, and give advice or referrals on how to repair credit. This will not only position you as an expert in the field, it also gives you access to a fertile, prequalified group of potential buyers.
Solicit apartment complexes and tenant-occupied properties. While this may seem fairly obvious, it's important that you have appropriate marketing materials targeted to this audience (e.g., showing them how and what they can own for the same payments as their rent) and a strategic approach to contacting these potential home owners.
Buddy up with title companies. Often they'll have deals that fell apart, and many of those deals were attempted without a Real Estate Agent involved. Gaining access to that list will yield names of interested and motivated buyers and sellers.
Solicit FSBOs. FSBOs are very often newbies in the real estate game and aren't really sure what they need to provide potential buyers who come to look at their house. Offer FSBOs helpful documents, such as floor plans, sell sheets, etc., in return for prospects that didn't like the FSBO's house for whatever reason. And the FSBO may eventually call you to give you their listing, if they get frustrated by long sell times, as is prevalent in this market.
Talk to agents going out of business. According to the National Association of Realtors (NAR), there are more than 2 million registered real estate agents. And the NAR also estimates that between 40-80% of new Real Estate Agents quit the business before their first anniversary, and 90% by year three. Despite their struggles, many of those have built a list of interested buyers that would be worth adding to your database. Source: http://www.realtor.com
Establish your own Web site. Face it: it's the 21st century. Most people do some of their research on major purchases online, and a Web site that displays your personality, not to mention your listings, is a necessity. It's easy and inexpensive to get started (domain listings start at just $9 a year) and is simply a must.
Market your previous clients. This is another seemingly obvious tip that all too many Real Estate Agents overlook. Your past clients are your most fertile ground for referrals (and repeat sales) but can only do that if they remember your name! Sending a regular newsletter updating past clients on your latest successes will remind them what a being a Real Estate Agent is all about and let them know you are still making your clients happy.
Partner with reputable mortgage brokers. Mortgage brokers lately have had their requirements tightened by their lending partners, and probably have said "no" more times in the past few months than in the two or three prior years. Partnering with a reputable mortgage broker can offer a win-win situation. In return for access to the list of turn-downs, you offer to help them in a monitored credit repair situation, who then become buyers who may possibly qualify for a loan from that same mortgage broker.
By focusing on how to find buyers—and in some instances, how to help buyers help themselves—a Real Estate Agent can have a prosperous year even in a down market.
Both Elinor Stutz & Jack Sternberg are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Elinor Stutz has sinced written about articles on various topics from Sales and Negotiation, Hypnotherapy and Fitness. Elinor Stutz, CEO of Smooth Sale, LLC and Author, offers sales training,coaching,speaking and a full product line. Smooth Sale Delivers: Professional Sales Training, Licensing, Coaching, Motivational Speaking and a Full Product Line.Elinor's book, Nice Gi. Elinor Stutz's top article generates over 3600 views. to your Favourites.
Jack Sternberg has sinced written about articles on various topics from Home Buyers Guide, Mortgage and Interest. Jack Sternberg is a nationally recognized expert on real estate investment who's been in the business for more than 30 years. Sternberg is the creator of the renowned "Buyers First" Program. His deals have totaled over $750 million and he's been to the cl. Jack Sternberg's top article generates over 14800 views. to your Favourites.