Prospecting at Networking Events

If you are invited to a business or real estate networking event, it is crucial to enter it with a game plan.

First, Know Your Purpose for the event. Are you there to socialize and have a good time or to generate referrals? If your answer is to generate referrals, keep reading.

When you are at the event, be prepared to work the room and talk to at least 15 people. And when you approach these people, don’t simply hand out your information, ask them for theirs. This will allow for easier follow-up and you hold the cards.

During the conversation make sure you let them know right away what you do for a living. “What do you do for a living? I’m a real estate broker.” Inevitably, someone will ask you: how’s the market? The best way to answer is to say that it depends if you are buying, selling, renting or investing.

This can spark a conversation as you they are in the market for real estate, and if so what type. Once the talk is over, make sure to have a business card ready and ask for theirs. If they do no have one, kindly ask for their information (have your Blackberry, iPhone, etc. ready).

If someone seems reluctant to hand out their info, offer an incentive such as “I send out an email newsletter once a month with valuable information about the market. It’s free, easy to read and very informative.”

Once you have a list of names and contact information, don’t forget to send a follow-up email. This will show that you are diligent and help separate yourself from the competition.

Additionally, this unique tactic I ran into at a networking event can also be used: I once met one of the best salespeople in the business and I asked her for her business card. She told me she didn’t have one. I was pretty shocked and asked her: how come one of the best in the business doesn’t carry a business card, and she replied: Give me your information and I’ll be happy to send you one…”

It was a great way to get my information and assure another contact.

We’ll see you home.