‘Tis the Season to Network!

By Steve Love

          This is certainly the best time of year for networking due to all the holiday parties, office parties, New Year parties, football bowl parties, etc.

          Many in our business are soloprenuers, or one-man bands (or one woman bands!).  We have challenges that big companies or even small teams of people do not.

          But like it or not, we cannot do it all by ourselves.  We must speak to sellers, buyers, tenants, contractors, lenders, title, escrow people and on and on.

           YOU have to make it happen. 

            Sure there are lots of negative people out there, but I believe that everyone has something to offer.   It’s your job to find out what that is.

           It could be something straightforward like they have a house to sell or have private money to lend, or perhaps something more subtle like they know somebody that knows someone who wants what you have to offer.

           Plus there are “influencers”  out there that may prove to be very well connected with everyone in the community.  These folks can really help.

           So get out there and talk to everyone.  Share your message.  You buy houses or you sell houses or you rent houses or you pay private lenders a very healthy return  tax free, etc. 

          Talk to all the investors, agents, brokers, contractors and lenders you meet.

          Attend not just the parties, but join REIA’s (especially ours!), go to Chamber of Commerce mixers, join networking groups like BNI, attend service organizations like Rotary, Kiwanis, Moose, Elk, etc., etc.  There are hundreds of such groups in your community.  This is also why we started weekly luncheons because sometimes it’s lonely being a one-person band investor and these lunches are a great way to get around like minded folks every single week.

          So what exactly do you do when you meet someone?   Don’t come off as needy or even “me first”.  Don’t just ask for favors. 

           Establish rapport, find some common ground and ask how you might be of service to them.  “What can I do for you?”

          It’s fine to say you are a real estate investor but then ask what they do, ask about their industry or family, etc.  Ask open ended questions such as who, what, where, when and how as opposed to questions that can be answered with a simple yes or no.  This will show you’re interested in them and opens up a discussion.

          Find some common ground and say maybe you can help each other, get their card and set an appointment for coffee if this seems like a likely candidate.

          Talking to others (especially for me at first) can be very intimidating for some of us.  When coaching others and I suggest they make cold calls, knock on doors, go meet with realtors, etc.,  they often freeze up, gripped by fear.  Remember FEAR is False Evidence Appearing Real.  You’ll just need to feel the fear and do it anyway.

           So just embrace this networking thing and focus on how you can help others.  Decide to get out there and network in this great holiday season before it’s over.

          As Zig Ziglar, one of my favorite speakers says, “you can get anything  you want in life if you just help other people get what they want”.

          It’s so true!