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Face to Face(book): Offline Networking in an Online World

Face to Face(book): Offline Networking in an Online World






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  • How many of you hold large, “traditional” client appreciation parties every year?

Face to Face(book): Offline Networking in an Online World Face to Face(book): Offline Networking in an Online World Presentation Transcript

  • Face to Face(book): Offline Networking in an Online World Maura Neill ABR, CRS, CDPE, e-PRO, MRP, REALTOR®
  • What Happened? Can we go from this… …back to this? Photo credits: “Communication” by jfgornet on Flickr.com |”good times, 1940s, scene 8” by deflam on Flickr.com
  • Where Does Your Business Come From? Here?
  • Where Are You Most? Or here? Photo credit: “Conversation” by sepblogon Flickr.com
  • Where Do You Spend Your Time?
  • Traditional Offline Networking: Why It (Often) Fails {video}
  • “Here’s My Card!” Why networking fails: • Inherently NOT social • One-sided • Lacks authenticity • Follow-up is forgotten
  • You + Networking • What are 3 things you do RIGHT? • What are 3 things you’d like to fix?
  • Why F2F?
  • What Happens When We Go Offline? Photo credit: “an idea I’m working on about the solitude of the Internet” by kylesteeddesign on Flickr.com
  • Why Face-to-Face? Face-to-face = Top of Mind = More referrals = More Leads = More closings = More money More opportunities to help people.
  • What Does Face-to-Face Cost? Dedication Creativity Supplies Time
  • What’s the ROI on Face-to-Face? 30 cherry pies for 2011’s clients for Washington’s Birthday = $150 2 tanks of gas for deliveries = $98 Receiving 3 in-person referrals + 2 more via email = priceless Photo credits: “Pumping Gas” by futureatlas.com / “handshake isolated on business background” by s_falkow on Flickr.com
  • The “Usual Suspects” – Client Parties and Gatherings
  • Client Appreciation Parties • Gets us face-to-face, in front of the most people at one time • The invitation is more important than the event • Big benefits, but big pitfalls, too
  • Aloha – Client Party 2008
  • Aloha – Client Party 2008
  • Client Appreciation Parties Benefits: Pitfalls: • All clients in one place • Easy to coordinate with YOUR schedule (one date) • You control the outcome • Too many people to be effective • One date may not work for all clients • Often high price tag • Demographic challenges
  • Client Housewarming Parties From Seth & Alyce Dailey & The Dailey Group ~ Baltimore, MD • Client gives you guest list but you control the invitations (adding those people to your mailing list) • You attend as host • Lender or other vendor can help sponsor
  • Pop-Bys and Drop-Ins • Made popular by Brian Buffini, who advises popping by to each client quarterly • A one-by-one way to connect • Bring an “item of value” – a reason for stopping by • For your “A+” clients • Have a purpose
  • Pop-Bys and Drop-Ins Ideas for giveaways from other REALTORS: • Cherry pies for Washington’s birthday • Pumpkins (Halloween) • Toffee (handmade by another client) for the holidays – Nobu Hata • Invitation (to an event, i.e., shredder day) • Surprise them with the timing!
  • My Cherry Pie Pop-By • Send “invitation” about 2 weeks before • Clients must RSVP for their pie and choose a day that I’ll drop by (from 2 consecutive day choices) • Order the pies from local grocery store & pick up day before • Most don’t want the pie but appreciate the offer (saves time & money!) and still give a referral!
  • A New Twist on the Traditional
  • Tweet-Ups What is a tweet-up? • A way for you to promote your business and another local business = WIN/WIN
  • Tweet-Ups • Traditionally advertised via twitter and guest list is random(i.e., whoever sees it!) • New twist = invite select groups of your clients/local sphere • Have a hook to get people there • Inviting the social media-savvy will make the host happy
  • Tweet-Ups • Partner with a local business for location and to share cost • Be picky about your invite list – don’t have to invite entire client list • Be brave – put the word out on Twitter/social media and attract potential clients/contacts
  • MeetUp.com
  • MeetUp.com From Brian Copeland ~ Nashville, TN • Join MeetUp.com • Search for MeetUps that interest you OR search for a void in those areas • Join a MeetUp or start a new one • Based on geography and interest
  • MeetUp.com Brian’s group!
  • Flash Client Parties From Chris Rix ~ Hot Springs, AR • Text, email, Facebook a select group (100-ish) 1-2 days before event • Guest list-exclusive • Those people generate buzz & others ask to be on the list • Always plan for more, but if they’re asking to get in, they’re prospects
  • Charity Events • Picking a local charity gives back to your community and helps your clients do the same • Two options: – Pick one charity that you support yearround with multiple events – Support multiple groups throughout the year with different events
  • Trick or Treat for the Troops www.trickortreatforthetroops.com
  • Hot Dogs for Homeless Dogs Annual hot dog cookout at my home Benefits local animal rescue We provide hot dogs, buns, fixings BYO: drinks, side dish to share (close friends), dogs + kids • Clients bring donations from animal rescue’s wish list • • • •
  • Hot Dogs for Homeless Dogs
  • Pumpkins / Christmas Trees for Charity From Nobu Hata: • Work with local pumpkin/Christmas tree vendor to get discounted price on items (pumpkins, wreaths, etc.) • Have a drop-off event: hot chocolate, candy, etc.) one afternoon – drop off unwrapped toy, pick up your wreath
  • Blood-Sucking REALTORS® www.bloodsuckingrealtors.com From Leigh Brown ~ Charlotte, NC • Blood drive – first one at Halloween, second was for Valentine’s Day • Benefiting local blood bank – all blood donated stayed in community • Include local blood-need stats
  • Other Charity Events To Get You Face-to-Face • Canned food drives • Clothing/coat drives • Soup kitchen volunteer day • What else can you think of?
  • The After-Closing Closing Gift • Small gift at closing • “Real” closing gift a few weeks later • Excuse to see the home once they’ve moved in • Great photo op!
  • Quarterly Client Workshops
  • Quarterly Client Workshops • Provide value – information they can use • Two topics – attracts more interest (i.e., husband + wife, client + a friend, etc.) • Get one of the speakers to sponsor breakfast
  • Intimate Client Dinners From Raziel Ungar ~ Burlingame, CA • Quarterly or bi-annual client dinners • Thoughtful seating arrangements = “matchmaking” for clients • Small sampling of current/recent clients • Prix fixe menu = more cost effective • Easier follow-up
  • Attend Clients’ Parties/Events From Dale Chumbley ~ Vancouver, WA • Don’t just do the inviting! • Attend clients’ parties and events when you’re invited • You’ll be introduced as “my REALTOR” and make new connections
  • WRITE IT: • Two local businesses you can approach TODAY to co-host a tweet-up • Two local charities you can support in 2012 with a client event
  • Harnessing Your Online Power
  • Where Is Your Facebook Presence? • Your personal profile – what does it look like? • Your Facebook Business Page: – Do you have one? – Do you use it effectively? – Do you need one? • Where do you spend the most time and get the most response?
  • Julie Beall Put This On Facebook 1,000 pairs of shoes donated…and delivered
  • Harvesting Facebook for Client Information Birthdays & Anniversaries
  • Letting Facebook Do the Work For You From Raziel Ungar ~ Burlingame, CA • Clients’ hobbies, interests • What you see on Facebook + how well you’ve gotten to know them • Sharing articles, books, points of interest • An excuse to get in touch
  • Redefining Face-to-Face
  • Skype – Your New Best Friend • Skype for client consultation • Skype for closings • Introducing your clients to Skype – providing value!
  • The Birthday Video
  • http://facebook.com/about/groups
  • The Introduction Video Via Leigh Brown – Charlotte, NC
  • The Personal Contract-to-Closing Facebook Group • Secret Facebook group for you and your client • Post video messages and reminders every step of the way • Better than a phone call because they can replay • Great with more than one person in the transaction – they each get the same message
  • Other “Face-to-Face” via Video • Tours of properties for a client via Skype or Facetime • Presenting an offer or counteroffer • Regular communication with a needy client • Responding to an online lead
  • Q&A
  • Connect With Me Connect: about.me/MauraNeill