| How to Become Well Known in Commercial Real Estate |
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By Cindy Saxman Spivack, Commercial Real Estate Success Coach
The value of becoming known in our business is quite simple. More business will come to you depending on how well known you are. Wouldn’t you love that? There are lots of strategies for becoming known and the funny thing is I bet you have never really thought about it. Being known makes it easier to do business at every single level. When you are well known, business flows effortlessly in your direction. People want to do business with well known people. Get known for something so that people will feel a certain way when they think about you -- and want to buy from you! If you develop a system for becoming well known in your niche, IN 90 DAYS YOU WILL BE WELL KNOWN. This, of course, means you work the system every day. So, how do you go about becoming well known? Take a peek at the below list and then choose 3-5 strategies that appeal to you and are easy for you to do.
1. Become an Expert. a) You must determine what you are an expert in: Are you an expert problem solver? Do you know a particular geographic area better than anyone else? Do you work particularly well with those in the medical field? b) Outline all the places where you are an expert, notice any themes that occur. 2. Continue Your Own Growth a) Gauge how you grow personally b) Gauge how you grow professionally Join professional organizations that support your professional goals and offer continuing education. Read trade journals – keep current on news and trends. Attend trade shows - go to the sessions where fellow experts talk and listen, see what is going on around you. 3. Focus on a Single Niche a) Look over your client files for the past 3 years - which deals have been the easiest, have you enjoyed most? Do you see any common elements? Are they large corporate users? Shopping Center owners? Landowners? This will, make it easier to define your niche. b) Don’t be afraid to declare a niche. It doesn’t mean you can never accept clients from outside of your niche; it just means you aren’t focusing on those people. c) If you have a niche and you understand their problems (and can offer solutions) you will become known faster. d) It’s easier to become a big fish in a small pond then a big fish in a big pond. e) Focusing on getting known in a sub-set of the population. It’s easier to increase your sub-set once you’re known.
4. Brand Yourself a) Know what you do and for who. Be very clear about this and it will be clear to others too. b) Are you the outlot solution expert? Are you the excess space King? How about the one to call when you want to launch a development and need to secure 3 anchor tenants fast?
5. Get in Front of Masses of People And speak to them.
6. Develop Strategic Alliances a) What organizations does your target audience belong to? List them, join them. Be involved in helping and adding value. This is probably the fastest way to get known!
7. Write and get published a) Tips b) Articles c) Booklets d) Books (The Top Dogs organization has a book you can purchase form them with your name on the cover and inside – WOW)
8. Use the phone Let people learn from you. a) Do interviews. b) Make recordings to give away positioning yourself as the expert. c) Have teleclasses.
9. Write Newsletters a) Let others connect with you. b) People buy from those they know, like and trust.
10. BLOG BLOG is short for Web Log. a) BLOG on one subject only – for example industrial real estate. You can have a slew of things to say about this one subject alone. This helps you to become established as an expert. Your entries will be picked up by search engines more quickly then a website. b) You can easily set this up on line in less then 5 minutes. c) Write daily or weekly entries.
11. Have a Personal Website a) Do you own your name, i.e.: cindysaxmanspivack.com? b) Are you proud of your website – happy to send potential clients there? c) Does your website generate leads for you? d) Do you offer anything of value to your readers?
12. Create a Personal Brochure a) Of course if you have a brochure, don’t forget to hand it out. So many of us keep our marketing materials a secret. b) Don’t rely on a brochure to bring you business though. Just think of it as a piece of your awareness campaign.
13. Network Let’s not beat this to death, you know the drill. Networking is a necessity if your goal is to become well known. a) Let people see you as the person you are, the name behind the face. b) Making personal connections has a value you can’t buy.
14. Watch Others Watch what other well-known people in the business are doing and acquire their strategies – make them your own. 15. Deliver WOW Client Service 16. Stop Getting Ready and Get Started!
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3.21 Copyright (C) 2007 Alain Georgette / Copyright (C) 2006 Frantisek Hliva. All rights reserved." |
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