Property Networking – ‘You’ve lost that awkward feeling’!

Does the idea of networking turn you cold, or perhaps you get that nervous, uncomfortable stomach before you walk into a room full of people you don’t know?

Have you noticed that some people seem to thrive at networking events and the rest of us just skirt around the edge of conversations feeling awkward and out of place?

Chances are the people ‘rocking’ the networking events have a tried and tested method to get the most out of them.

However, you can lose that awkward feeling with some preparation, planning and practice (or you could try the Tom Cruise approach!).

Decide your goal.

Ultimately for those of us in property, networking is all about making good contacts and building relationships. It’s about finding and identifying leads that could become part of your ‘power-team’ – those buyers, financers, estate agents and property specialists who can help you.

Once you know what your networking goal is, you need a plan on how you are going to

a) make contact and

b) establish solid useful leads.

You’re going to be bold and go it alone – to network effectively you need to mingle with people you don’t know, not hide in the safety of existing contacts.

You are going to focus on reciprocity. It’s human nature to want to help others if they have helped you. Your aim is to find out how you can be of assistance to the people that you engage with.

You are going to employ a simple, yet effective approach to find out useful information about people. This personal information will help you ‘qualify’ them and follow up after the event.

Your goal is to come out of every conversation with the answers to these four questions:

• Where are they from?
• What is their occupation?
• Why they are there?
• What is their message?

Moreover, if you find yourself talking to someone that you know will not be able to add any value to your business, do not be afraid to bow out at an opportune moment politely.

You don’t need to offend anyone, but you do need to maximise the opportunities available.

Take a deep breath and be bold; your aim is to come across authentic and natural (even though you might be quaking inside).

Make a good impression. Initiate the handshake – it’s a great way to build rapport with the other person.

Remember your goal is to create leads, so always close a conversation by asking for a business card. (Don’t forget to make a note of the answers to ‘the’ questions above for the follow up later).

Because we’ve been there, we can help you.

We know exactly what to do before, during and after networking events to maximise your opportunities, we can teach you effective networking skills and give you a plan to follow.

Plus, we can show you how leveraging a CRM can help you network smarter.

About the author

Steven Lai is a property investor, founder of Super Developments and creator of CRM for Property Success. He is a CRM expert with over 12 years commercial experience of managing sales teams.

Join the CRM for Property Success Facebook Group to ask him anything (about CRM, property or 80's trivia!).