TOPIC: Iced-In!!! Need ideas...

As mentioned earlier on a topic I started, I recently met with the corporate people of a large firm here in Tulsa.  The meeting went well and I was approved to start talking to the brokers about getting on the agenda(s) for "team meetings" (Must have been my HIP software or perhaps my charming personality!).  I spoke with a broker yesterday and he said that he would welcome me into one of their meetings BUT also noted that "team meetings" are usually scarcely attended affairs and are very informal.  In other words, since my involvement in the RE biz, it has truly become even more de-centralized with agents rarely coming into the office or attending monthly meetings.  Now, instead of having a captive audience in a meeting room where I could set up for my PowerPoint presentation, go through my dog and pony show, and bring breakfast, I'm faced with changing my plan.  My question is how do I market do this de-centralized population?  I have stuffed boxes with "newsletters", left business cards, etc...  Any ideas would be greatly appreciated.

Yikes. Did he give you any idea of how many people would show?

Not really.  Their meeting "room" is their foyer in the front of their office.  Strange that a firm that does so much business here doesn't have a room to meet in but I guess if it isn't used, then it's wasted rent.

Doesn't sound too promising. How many people work out of the office?

And here I thought you were really iced in...  I was going to recommend the Caymans, St. Johns, or even St. Maartens.  But no, you want real estate advice...

The agents are doing that around here too.  Everything is online and they are connected.  They go into the "office" as little as necessary.  Try finding out who the three or four biggies are and go after them individually.  Emails at first and then recommend a face to face at Starbucks or somewhere.  Don't try to Powerpoint them, but you might just happen to have a sample report with you...  Before the meeting, try to find out as much as you can about them.  Ask leading questions that invite them to speak and then mold what you do to what you understand their needs to be...

Hint:  I learned this in MBA school - if during a business conversation you allow someone else to speak 2/3 or more of the time, they come away from the conversation feeling like you really understand them and listened to their needs.  It is not a trick.  It really works.  Try it, for example, with your doctor.

There is a hopping company around here, very boutique but with 80 agents or so, that has what they call the "Eagle Club."  The club has a monthly breakfast.  They have two vendors or so speak at each breakfast (provided by said vendors).  I have been doing this breakfast for them, sometimes twice a year, since 1995.  Getting on that list also allows me to advertise to those Eagles.  This company limits the amount of advertising flowing into the office in that way.  They are the biggies, they all know me, and the cost of the breakfast, about $200, is well worth it.

I have also used it as question and answer time, with scenarios that I have run across.  They all shake their heads - you see, I really, really understand...   

Ron, it's all about personal relationships.

Thanks Jay!  Good Karma coming your way.  Mmm, I prefer Hawaii but anywhere near the equatorial plane would be just fine with me.

The 2/3 rule does work.  I've been in sales since college and have always tried to listen more than speak -- It isn't easy to do especially if you're the type A personality that I am.  And open-ended questions are a great way to probe and learn more about the client.

The brokers at this firm all state the same thing about lack of participation at these meetings.  One actually said that they have offered cash door prizes and still have participation problems.  This firm that I've been courting is the star in the Tulsa area.  I know a few of the Realtors but only one has been recommending my company to their clients.

Agreed that it's all about personal relationships and I know these take time to develop.  I guess I'm just wanting things to progress a bit faster.