Prospecting – Using Analytics to Network with Local Professionals
Once you’ve done your research on local real estate data and have an understanding of local market trends, you can use this information to build a referral network with wealth management advisors, accountants, trust attorneys, and even investors. This group of trusted advisors is relied on to provide advice that impacts financial security and wealth distribution. As sophisticated as their professionals are, they rarely are familiar with what is happening to their clients’ real estate portfolios. By sharing your research, you are able to help these professionals provide their clients with an even higher level of service.
Once you’ve made a list of the professionals that fit into the above category, you can use the following script to initiate the first contact;
“My name is Joe McAuliffe and I work as a trusted real estate advisor to a high-net-worth clientele. As part of my services, I do extensive research on local real estate market trends. I share this information with my clients and I thought that as a trusted advisor to affluent clients, you would appreciate being updated about changing real estate trends within our local market.”
The approach above can be used in social situations, phone conversations, and even as a written introduction included with a copy of your market updates. Over time, you will brand yourself as being the top in the real estate industry. Don’t forget to end any communications you have with this group by reminding them, “please don’t keep me a secret if any of your clients are moving.”