R U Plugged In?

By Kimberly D. Mackey, MCSP, CMP, Realtor®

Hopefully you are not only Plugged In, but very much aware of how much being Plugged In can really affect your sales career.

Just what does it mean to be Plugged In? Are we talking about cell phones, internet connections, blogging, or even appliances???? No, we aren’t actually talking about any of those things-although they all make great tools to get you even more Plugged In (ok, the appliance part-not so much-I just threw that in to make sure you were paying attention.)

What we are talking about is being Plugged In to the resources you already have-in other words, NETWORKING!

The number one reason I hear that sales people don’t take full advantage of their network is that they don’t want to impose. IMPOSE??? If you are being perceived as an imposition, then you are DOING IT ALL WRONG!

The people in your network are your friends, colleagues, co-workers (yes co-workers), acquaintances, fellow club/association members, fellow little league parents, and on and on...But it doesn’t stop there!

For every person you know, your sphere extends to all the people they know as well. For instance, let’s say that you know 100 people (studies tell us it is actually much larger than this-but let’s be conservative and use easy math, ok?) So, your 100 people also know 100 people each. 100 x 100 = 10000 PEOPLE currently in your NETWORK. WOW!!!

Let’s do some more easy-math. I like these kinds of numbers, don’t you? Out of these 1000 people, odds are at least 2% of them are either looking for a new home OR they know someone who is. 1000 x 2% = 200. THAT IS 200 HOT PROSPECTS-NOT COLD, NOT LUKE WARM, BUT 200 HOT PROSPECTS! Wouldn’t you like 200 hot prospects today?

Now, if you will notice I have not even factored in your REALTOR® relationships. Back in the day, when I was an on-site agent, my business plan included having a close relationship with 25 top producing REALTORS®. I arrived at the number 25 because I knew that if I had a great relationship with these 25 top producers, they would bring me 2 deals per year each. Now, 2 deals may not sound like much to you, but 2 x 25= 50 DEALS! So by cultivating these relationships, I was able to know on Jan 1, that I had 50 deals in the bank! This didn’t include any of my walk-in traffic or referral conversions! How cool is that?

Another great referral source is your current or past satisfied customers. But there is a HUGE catch here; YOU HAVE TO ASK THEM FOR REFERRALS! I know, I know it is so hard to ask. But, do you believe you are doing a great job? Do you believe your customers have made a great decision for themselves and their family? Well, if that is the case, wouldn’t it be rude of you not to ask how they can share this excitement with others? Wouldn’t it be selfish of them not to want to share? Your customers aren’t selfish and you aren't rude-SO ASK ALREADY! It is easier than you think.

Another frequently overlooked resource is CURRENT PROSPECTS. Do you think that people who are currently looking for a home know other people who are looking for a home? I think they do. But how often do you end your meeting with a current prospect by saying, "I have thoroughly enjoyed our visit today Mr. and Mrs. Prospect, and wish that I could meet more people like you. Tell me, who else do you know that might also enjoy a tour of our lovely homes?"

I could go on and on with this topic. Although it is not hard to build a great referral network, it does take commitment, organization, and a little planning. Belief in your product, your community, and your builder should cause a natural BUZZ when you commit yourself to being PLUGGED IN!

*Kimberly Mackey, MCSP, CMP, Realtor® is the founder of Creative Sales Solutions. A company dedicated to providing the Sales and Leadership Solutions You Need Right Now. For contact information and for a free subscription to SOLUTIONS E-newsletter, please visit www.creativesalesnow.com.

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