In Search of the New

I like technology as much as the next person. I consider myself an ‘early adopter’. But there is one trap for the unwary: you can become so occupied with the search for the new that you can take your eye off the basics.

At a recent real estate training conference, there was one theme common to many speakers:

TALK TO PEOPLE.

This is perhaps the most fundamental tenet of long term business success.

Yet talking to people is something many salespeople avoid as much as possible. I have seen salespeople become so consumed with establishing a Social Media campaign that they become distracted from talking to people.

You might argue that they are talking to people, only via Social Media. But here is a question: do you consider sending texts, sending emails, or posting onto Social Media sites TALKING to people?

I don’t, and I know that winners will agree with me.

My friend, Nathan Brett from Real Estate Dynamics, says, “If an email runs for longer than a paragraph, PICK UP THE PHONE“. Sound advice.

Salespeople in search of the new can often be seen posting onto facebook, Twitter and Instagram when they should be making calls. Many of these Social Media gurus, upon examination, usually have few friends or followers. So their posts are not viewed by enough people to make a difference, to generate business.

Think about it – if you mailed 40 prospecting letters, would you expect much response? No? Well what kind of response would you expect if you sent a tweet to 40 followers? But 40 conversations with potential home sellers? You never know where those conversations will lead.

Don’t get me wrong – we need to embrace change, but some things never change and they should never be ignored. I’m talking about the BASICS.

I believe that if you wanted to get a massive audience to a seminar, simply give it this title: “How To Make A Fortune In Real Estate Sales Without Having To Prospect“. People would flock to your door, but you won’t get that kind of advice from me.

Sales is about relationships. SALES HAS ALWAYS BEEN ABOUT RELATIONSHIPS. This is not a new concept. We know that relationships are built through a SERIES of meaningful contacts. This means that to be successful, it is essential to talk to people.

For those in search of the new, this is not what they want to hear. They would rather hide behind technology in the hope of not having to prospect.

Do you want to know the ultimate secret of Social Media? Get a meaningful message to as many people as you possibly can as often as you possibly can.

Do you want the ultimate Social Media strategy:

A set of knuckles applied to the outside face of a door.

When the door opens say, “Hello, I’m a real estate agent looking for work. When are you planning on moving?”

I got this question from Canadian sales trainer Bill Nasby and it’s a great question. You can’t get much more ‘social’ than talking to large numbers of people every day.

Never let your search for the latest technology, or the latest real estate tool, distract you from the most basic of essential actions – talk to people and win.