2. BUILD STRATEGIC CONNECTIONS TO 500+ WITH GROUPS TO GET CONNECTED WITH YOUR IDEAL PROSPECT.
In real estate, staying visible to a wide audience is essential. Think bus ads and bill boards. Getting in front of an audience of ideal prospects is even better. Think LinkedIn Groups. If you are in a group with someone, then by default you may invite them to connect and bypass the typical LinkedIn invite requirements (i.e. email address, previous business, In mail or Introductions.) Here are two examples of how to use groups to build strategic connections:
A) LOCAL ORGANIZATIONS: Are you active in a local organization such as a chamber of chamber? Then, join YOUR Chamber’s LinkedIn Group. If they don’t have a LinkedIn group, volunteer to create one:
http://www.linkedin.com/groups.
Once you are a member of the LinkedIn group, comment on or lead discussions. Next, begin sending invites to group members that you would like to connect with. To prevent people from feeling spammed, I suggest a drip method such as 10 invites per week or month to reach the 500+ connections steadily over time. Take time to make a personal comment in your invitations. Your network online will begin to mirror and strengthen your local in-person network.
B) SPECIFIC DEMOGRAPHICS: Suppose you want to reach local young professionals, the up and coming home buyers. To find them on LinkedIn, search for young professionals and YOUR community name. Example: “Young Professionals ” searched in Groups on Linkedin delivered 45 results. Join one or more groups, enter discussions and invite members to connect. If you aren’t a “young professional”, offer to join the group as resource. Become known for adding value to others. Groups are a great way to position yourself to build REAL relationships with your ideal prospects and expand your real estate business.
3. COMMUNICATE REGULARLY WITH YOUR NETWORK TO BUILD RELATIONSHIPS, GAIN VISIBILITY AND DEMONSTRATE CREDIBILITY. HERE’S HOW:
° POST TO YOUR PROFILE REGULARLY.
Use a tool like
Hootsuite.com to schedule posts a week at a time.
° ASK GREAT CLIENTS TO RECOMMEND YOU ON LINKEDIN.
Make this part of your sales process. Here’s why: There is a REAL ESTATE PROFESSIONAL DIRECTORY provided by LinkedIn that allows people to search for Real Estate Agents in their network who have the most recommendations.
° REGULARLY READ YOUR HOME PAGE STREAM TO GET ACQUAINTED WITH AND ENGAGE YOUR NETWORK.
To build relationship will require listening and responding in addition to posting. In these three easy ways, LinkedIn provides a platform for you to expand the visibility of your name, reach new target markets and build strong business relationships. Follow the three steps to expand your network and your real estate business in the second half of 2012.
MICHELLE CULLISON IS A NATIONAL SPEAKER AND CONSULTANT SPECIALIZING IN RESULTS-DRIVEN WEB-BASED COMMUNICATION STRATEGIES/ TACTICS THAT LEAD TO INCREASED PROFITABILITY. IT IS HER MISSION TO EQUIP COMPANIES TO EXPAND FROM WEB SITE TO WEB PRESENCE TO ACHIEVE REAL BUSINESS OBJECTIVES ON THE SOCIAL WEB. FOR TIPS ON HOW TO EXPAND YOUR BUSINESS, VISIT TO
DAILYEXPANSION.COM AND JOIN THE DAILY EXPANSION CLUB.
LEARN MORE ABOUT
LinkedIn!
Plan to attend Michelle’s class titled “Real Estate Sales 2.0: LinkedIn for Serious Business Development,” at the 2012 GAR Annual Convention & Trade Expo. For more information about other continuing education classes offered at the Convention, turn to page 23.
GEORGIA REALTOR I 21
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