Technology and social media are all the rage and are certainly buzz-worthy, but face-to-face is the tried-and-true path to customers for life and a strong referral business. This session teaches proven strategies for staying top-of-mind in this ever-digitized world. You may be tech-savvy and use technology widely in your businesses, but you must also recognize the value of good, old-fashioned in-person contact. We’ll discuss strategies for how to integrate social media into your business plans and how to combine the power of online strategy and personal contact to build a strong client and referral base. Learning Objectives: Upon completion of this session, participants will be able to: 1. Combine online and offline strategies into one cohesive marketing plan 2. Take a look at “the usual” customer/client appreciation events vs. “the new” ideas of tweet-ups, meet & greets, etc. 3. Find your niche – using a hobby or interest that is traditionally an in-person activity into a lead-generating business model 4. Redefine face-to-face with innovative use of video and video tools 5. Make the ask – going beyond asking for business/referrals

1. Face to Face(book):
Offline Networking in an Online World
Maura Neill
ABR, CRS, CDPE, e-PRO, MRP, MA, REALTOR®
©2017 Maura Neill

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

4. Where DO You Spend Your Time?
Where SHOULD You Spend Your Time?

5. Why F2F?

6. Photo credit: “an idea I’m working on about the solitude of the Internet” by kylesteeddesign on Flickr.com

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

9. What Can You Do?
• Networking Events
• Events
• One-on-One / Small Groups
• Charity
• Video (F2F Redefined)

10. Networking

11. Traditional Offline Networking:
Why It (Often) Fails
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13. “Here’s My Card!”
Why networking fails:
• Inherently NOT social
• One-sided
• Lacks authenticity
• Follow-up is forgotten

14. Events

15. 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

16. 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

17. 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

18. One-to-One / Small Groups

19. 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

20. 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

21. 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!

22. 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!

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

24. 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

25. 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

26. MeetUp.com

27. 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

28. MeetUp.com
Brian’s group!

29. 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

30. Charity

31. 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
• Surprise them with the timing

36. Video (F2F Redefined)

37. 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

38. The Birthday Video

39. How DO We Use Video?
• WE’RE NOT.
• But if we are…
– Listing video tours

40. How SHOULD We Be Using Video?
• Lead Response Video
• Video Testimonials from Clients
• FAQs (Frequently ANSWERED Questions)
• Neighborhood Videos
• Videos of Events
• In moderation:
– About Me/Us
– Fun

41. 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!

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