Editor

Who’s Referring You?

In order to be successful as a Real Estate Investor it is going to be important to market yourself. How is anyone going to be aware of what your services are if you don’t market yourself? When you’re marketing your business, the only way to influence people is to demonstrate “what’s In It for them?’ Well, what’s in it for them to give you referrals? First of all, if working with you has truly been a pleasure, they can look good by helping others learn about you. The second reason is they want to help you. Sometimes you can even reward them with a gift certificates or cash.

In this business of Real Estate Investing we know there are different steps we need to go through. First of all, we have you build your tenant/buyer database. I look at this process the same as creating an unlimited flow of quality prospects. Anytime you begin marketing

Your business, you want to develop a referral mindset.

Here are some questions you want to ask yourself in order to determine if you are in a referral mindset:

• Do you understand that your new clients prefer to meet you through a referral above any other way? You need to put yourself and your business in the flow of how people would like to meet you.
• Do you understand referrals are the most cost effective method of building business? Using referrals as your primary client-attraction activity will put more money in your pocket.
• Rather than just “doing transactions” do you look to the life-time value of a client? The lifetime value of loyal clients is not just their loyal business. It is their ability to connect you with who they know.
• Are you constantly looking for ways to leverage your relationships to produce many win/win situations? You want to constantly look for opportunities to serve and be served. Turning a business relationship into a friendship.
• Do you always strive to move beyond rapport and form relationships based on strong mutual trust? A) Service – We trust people who serve us well. B) Do what you say you will. Thus, you will build trust because you can be counted on!
• Do you look for problems to solve, and sell solutions to those problems? Listen to their perceived problems and desires, and then bring all your knowledge to bear on their situation. This is the most powerful way to sell anything!
• Do you use comprehensive systematic approaches to generating referrals? Some ideas: Build your own personal sales force, target niche markets, ect.
• Do you constantly look for opportunities to ask for referrals? You must be willing to ask for referrals.
• Do you constantly look for opportunities to give referrals? There is no better way to send the message to the world that you work from referrals than by giving referrals.
• Do you truly expect to get referrals from prospects and clients? When you expect referrals, your awareness changes. With your new awareness, your opportunities for more effective action increase as well.

One thing you must keep in mind when you’re marketing your business is “The Law of Perspective.” Marketing effects take place over an extended period of time.

Honing In On Your Phoning

How many times have you yourself answered the phone and the person on the other end sounds like a recording or they’re reading a script? Are you excited about this call? It is important when you contact sellers that you don’t sound like your reading something? The telephone can be a great tool for your business, as long as you’re using it to your advantage. Tape your voice if you have to, practicing sounding as natural as possible. Make sure your voice sounds confident and friendly. Have your partner or friends listen to your recording. Always make sure you speak clearly, especially if you have an accent. Practice the pronunciations of you words. If you talk too fast….slow down. Take time to get responses from the other end. And most of all smile! People can hear your smile over the phone!

-Editor