I have problems build relationships following up. Need Help.

7 replies
My database is getting bigger in Real Estate Sales.


I prospect a lot from:


Networking events
Porters or concierge
approaching businesses owners
Cold calling FSBO (Use something called Gumtree, sort of like Craigslist)


I'm very bad at following up and building relationships over the phone. I have nothing to say on the 3rd of 4th call. I don't know what to say.


I had the same problem with approaching businesses owners and they started to get annoyed with me. They weren't happy when I said Hi. This started to happen on the fourth time I approached them.


I learnt on the book Millionaire Real Estate Agent by Gary Keller is to build a relationship over the phone with calling them often. I don't know how to do this and need help.


I'm good first time round but do not know what to say on the 3rd or 4th time.


Are there books or resources you can point me to in regards to this.


Thanks : )
#build #problems #relationships
  • Profile picture of the author AmericanMuscleTA
    These people you're following up with, did they show interest in buying or selling? Or you just met them and told them you're a real estate agent so now you think you just need to keep following up?
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    • Profile picture of the author newbie_ken
      Thanks for the replies everyone. I just been unwell recently and haven't had time to reply. I really appreciate it

      Originally Posted by AmericanMuscleTA View Post

      These people you're following up with, did they show interest in buying or selling? Or you just met them and told them you're a real estate agent so now you think you just need to keep following up?
      I normally just add any one to the data base. Is this the correct thing to should I only deal with buyers and sellers?

      I was think even if the they are not qualified, maybe I could extract some referrals and ask, if they happen know any one who is looking to buy or sell real estate.

      Is this thinking correct or should I qualify more. If I do that, I might not have much of a database lol.

      @Joe Stewart and DABK. Thanks for the advice for building relationships. I will add to my arsenal.

      @ Jason will take a look at the qualifying thread thanks.
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  • Profile picture of the author Joe Stewart
    Originally Posted by newbie_ken View Post

    My database is getting bigger in Real Estate Sales.


    I prospect a lot from:


    Networking events
    Porters or concierge
    approaching businesses owners
    Cold calling FSBO (Use something called Gumtree, sort of like Craigslist)


    I'm very bad at following up and building relationships over the phone. I have nothing to say on the 3rd of 4th call. I don't know what to say.


    I had the same problem with approaching businesses owners and they started to get annoyed with me. They weren't happy when I said Hi. This started to happen on the fourth time I approached them.


    I learnt on the book Millionaire Real Estate Agent by Gary Keller is to build a relationship over the phone with calling them often. I don't know how to do this and need help.


    I'm good first time round but do not know what to say on the 3rd or 4th time.


    Are there books or resources you can point me to in regards to this.


    Thanks : )

    Ask questions. Ask them things like what kind of businesses they're working with? Is that something they've always done or have they also worked in other areas? How long have they been doing this? Ask if they have a family? If they're out of state, ask about the weather. Just use casual conversation.

    The point is to get them to talk about themselves and listen closely to what they're telling you. Make sure you're taking notes! Their replies are subjects that you can ask about the next time you talk to them. Be sincere and be supportive. Act like you're not only a potentially helpful resource, but also act like a human being.

    You'll be amazed how much you'll learn. Simply ask questions and listen. See if you can find some common ground. Ask them what they like to do for recreation. Ask them how life's treating them and lend an ear if they need one. They may have something going on in their life that you can relate to, or possibly even help them with.

    There are many times that people will tell you exactly what they need to close them or what's keeping them from taking action. Once you know what the REAL objection is you can work on resolving that. Just ask simple questions and don't say a word while they're talking. Listen closely, learn and take notes.

    By doing this you'll come across differently than most sales people. You can even become a trusted resource that they may buy from for years.

    Once you've discovered exactly what their pain points are, then you can ask for the sale.

    Make sense?

    HTH
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    • Profile picture of the author DABK
      In addition, once you know something about them, be on the look out for matching things and offer them to them.

      If you know they've got a daughter who's interested in the US soccer team and you find some interesting article about it: call them to talk to them about it and tell them you've emailed them the link.

      If you've found out that the mortgage industry's got some new rules, you call them to ask them their opinion on those rules.

      If you find a great article about some guy in their business who says: I've streamlined my x process by doing this: Call them to talk about that!

      How do you develop relationships outside this area?

      You don't call people you're not interested in. You don't call just to call, you have something to ask or give or do you think you and THEY will like/want/need. (You know what I mean, so lemme be about my sentence construction).



      Originally Posted by Joe Stewart View Post

      Ask questions. Ask them things like what kind of businesses they're working with? Is that something they've always done or have they also worked in other areas? How long have they been doing this? Ask if they have a family? If they're out of state, ask about the weather. Just use casual conversation.

      The point is to get them to talk about themselves and listen closely to what they're telling you. Make sure you're taking notes! Their replies are subjects that you can ask about the next time you talk to them. Be sincere and be supportive. Act like you're not only a potentially helpful resource, but also act like a human being.

      You'll be amazed how much you'll learn. Simply ask questions and listen. See if you can find some common ground. Ask them what they like to do for recreation. Ask them how life's treating them and lend an ear if they need one. They may have something going on in their life that you can relate to, or possibly even help them with.

      There are many times that people will tell you exactly what they need to close them or what's keeping them from taking action. Once you know what the REAL objection is you can work on resolving that. Just ask simple questions and don't say a word while they're talking. Listen closely, learn and take notes.

      By doing this you'll come across differently than most sales people. You can even become a trusted resource that they may buy from for years.

      Once you've discovered exactly what their pain points are, then you can ask for the sale.

      Make sense?

      HTH
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  • Profile picture of the author Jason Kanigan
    Read our thread on Qualifying.

    You'll learn what you need to learn.

    Right now you're doing "show up and throw up" and presenting to everyone under the sun.

    No surprise you're getting frustrated and exhausted and dissed.
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  • Profile picture of the author bojan92
    Ok First of all forget the books.
    Go out casually and talk to people you don't care about about subjects you dont care about.
    Go to a local mall and practice. Meet girls learn how to get rejected. Usually people who have this issue did well all of their lifes. They are did not learn rejection. Look at it as normal process.
    When approach do not focus on their reactions. Gain their trust by having something they need, find a topic you are passionate about, dont give a damn if the person who you are talking to approves that or not. Be yourself. Talk about the things you love to do in life , and you will be fine.
    Hope this helps.
    Cheers.
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  • Profile picture of the author bizgrower
    I'd dig up Harvey Mackay's books. Systematic relationship building.

    Are you targeting first time buyers? This generally works best for new real estate agents.
    You know more than they do about qualifying for a home and buying a home. "Really? I can get a loan even though I missed a car payment a year ago?" Also, first time buyers are generally more forgiving of rookie mistakes and just delighted to get their first house and then you can "grow up" with them and their families and referrals.

    Not sure about the quality of Gumtree suspects - so best to get to personally know a lot of people through live networking, church, community service, people who are calling you from your advertising and marketing, etc.

    HTH,
    Dan
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    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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