When Dr. Ivan Misner, the Founder and Chairman of BNI, the largest business networking organization in the world, talks about networking, it’s time to listen. Since its beginning in 1985, BNI has generated billions of dollars in referrals for its members. Obviously, Misner knows something about the subject.
In a recent Entrepreneur article, Misner listed ten crucial items that will enhance your credibility and effectively generate word-of-mouth referrals for your business. These can be easily adapted to realtors and REI professionals.
1. The first thing you need is a one-page flyer with pertinent information about who you are and what you do. This should include a photo, complete contact information and details about your areas of specialization. Think oversized business card with room for additional data.
2. Next, create a printed FAQ sheet that gives answers to questions a prospective buyer or investor might ask.
3. Include a binder with satisfied customers’ testimonials. These can also be copied and placed on your website for those who visit you online.
4. Have professional photos taken of you, your office, any awards you’ve received or special properties you’ve sold and keep copies on hand.
5. Also have copies available of such things as your mission statement, advertisements you’ve run, and other such documents.
6. Press releases and news announcements are an excellent source of information about you and your business success.
7. A list of organizations and associations you belong to may garner a connection and are especially helpful for networking.
8. Published articles that have been written about you as well as articles that you’ve published are excellent resources.
9. Sample marketing materials, brochures, or other documents that outline your successful investments, sales, etc. should be used.
10. Newspaper articles, statistics and trends that deal with the real estate industry in general are other sources of helpful documents to include.
All of these items can work individually or together to give a prospective client or customer a clearer picture of who you are, what you do, and how you help those who place their confidence in you as a real estate professional. Use them and see if your word-of-mouth referrals don’t increase significantly.
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