Do you have a Facebook Business Page because someone told you with certainty that “you should”? Are you finding that it’s not bringing in business and referrals the way that you thought it might? Do you feel that every minute you spend on your Business Page is just a waste of time? Delete your Facebook Business Page today and start harnessing the power of your personal profile. Start being truly social on social media and reap the benefits almost immediately. You shouldn’t be doing business via the social, but you should be using the treasure trove of knowledge that Facebook gives you to give better service to your clients and sphere. In this whirlwind session, we’ll cover: - Optimizing your personal profile for public viewing while keeping your privacy at the same time - Harvesting the hidden gems of information Facebook provides that you may not know about - Getting “face-to-face” with clients via Facebook - Finding your niche – using a hobby or interest that is traditionally an in-person activity into a lead-generating business model - Avoiding the pitfalls of bad etiquette on Facebook personal pages

1. Face to Face(book):
Offline Networking in an Online World
Maura Neill
ABR, CRS, CDPE, e-PRO, MRP, MA, REALTOR®
©2014 Maura Neill

3. …back to this?
Photo credits: “Communication” by jfgornet on Flickr.com |”good times, 1940s, scene 8” by deflam on Flickr.com
Can we go from this…
What Happened?

4. Where Does Your Business
Come From?
Here?

5. Where Are You Most?
Or
here?
Photo credit: “Conversation” by sepblogon Flickr.com

6. Where Do You Spend
Your Time?

7. Traditional Offline Networking:
Why It (Often) Fails
{video}

9. “Here’s My Card!”
Why networking fails:
• Inherently NOT social
• One-sided
• Lacks authenticity
• Follow-up is forgotten

10. Why F2F?

11. 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

12. Why Face-to-Face?
Face-to-face
= Top of Mind
= More referrals
= More Leads
= More closings
= More money
More opportunities to help people.

13. What Does Face-to-Face
Cost?
Dedication
Creativity
Supplies
Time

14. What’s the ROI on
Face-to-Face?
30 cherry pies clients for
Washington’s Birthday =
$150
Receiving 3 in-person referrals + 2 more via email
= priceless
1 tank of gas for deliveries
= $50
Photo credits: “Pumping Gas” by futureatlas.com / “handshake isolated on business background” by s_falkow on Flickr.com

15. The “Usual Suspects” –
Client Parties and Gatherings

16. 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

17. Aloha – Client Party

18. Aloha – Client Party

19. Client Appreciation Parties
Benefits:
• All clients in one
place
• Easy to coordinate
with YOUR schedule
(one date)
• You control the
outcome
Pitfalls:
• Too many people to
be effective
• One date may not
work for all clients
• Often high price tag
• Demographic
challenges

20. 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

21. 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

22. 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!

23. Planned 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!

24. A New Twist on the Traditional

25. Tweet-Ups
What is a tweet-up?
• A way for you to promote your
business and another local business
= WIN/WIN

26. 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

27. 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

28. MeetUp.com

29. 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

30. MeetUp.com
Brian’s group!

31. 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

32. 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 year-
round with multiple events
– Support multiple groups throughout the
year with different events

33. Trick or Treat for the Troops
www.trickortreatforthetroops.com

34. 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

35. 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?

36. 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!

37. Quarterly Client Workshops

38. 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

39. 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

40. 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

41. THINK ABOUT:
• Two local businesses you can
approach TODAY to co-host a
tweet-up
• Two local charities you can support
in the next 12 months with a client
event

42. Redefining Face-to-Face

43. Skype – Your New Best Friend
• Skype for client consultation
• Skype for closings
• Introducing your clients to Skype –
providing value!

44. The Birthday Video

45. 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

46. 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

47. VIDEO:
F2F Redefined

48. Spend a lot of time talking to
customers face to face. You’d be
amazed how many companies don’t
listen to their customers.
~ Ross Perot

49. Video as Customer Service
• Increase length of time consumers stay on
your site
• Increase your likelihood of being found with
improved SEO
• Build trust and credibility
• Help potential clients feel like they know you
• Make the initial connection more personal

50. Incorporating Video
• Lead response videos
• Video updates for clients in transaction
• Community videos
• FAQ videos
• Personal videos – about you, about your
team, about your community involvement
• Videos of client events, charity events, and
more!

51. Video as Introduction:
Respond to Leads Immediately and Personally

53. Client Testimonials

56. Neighborhood Videos

58. FAQs

60. Q & A

61. Connect: about.me/MauraNeill
Connect With Me