Networking with Realtors One on One - Part 2

In this episode of the Spiro Podcast: Managing your Real Estate Photography & Videography Business, we welcome our special guest Chris Voge.  Chris is the WOW Video Tours Business Development Specialist for the Columbus, OH market. We pick his brain on how to structure/sales presentation to a Realtor, how to discover their marketing needs, present solutions, and ultimately ask for the sale!  Be sure to subscribe!

 

0:00-3:39 Intro and recap of Part 1

3:40-9:08 Cold calls

• “Did I catch you at a good time?” If not, ask for a better time to call
• Ask who they use for real estate marketing and let them talk
• “I’d love to show you what we do and possibly earn your business. Can I buy you coffee sometime and show you what we do?”
• If they do not express interest, ask for permission to check back in in a few months
• Don’t take it personally

9:09-10:30 Warm referral

• Start with the same questions and mention who referred you

10:31-16:49 Strategy for appointment 

• Sales is learning about the client
• Get them talking and learn how they work- “How long have you been in the business?” “How did you get started?” “What has been your strategy?” “Where do you pull your clients from?”
• Absorb the information and note which products would help them 
• Try to understand how they market both themselves and their listings
• Don’t go in trying to convince them; go in wanting to understand them and how you can help them best
• Just listen; often, they’ll give you the answer as they talk
• Seek a true understanding of how they do business
• Show your passion for what you do and dream with them

16:50-24:02 Getting the close

• Have examples of what you do 
• If you’re showing products that fit their needs, they’re going to be excited
• Read verbal and nonverbal cues for buying signals and ask for their thoughts if they are not sending those signals- “What are your thoughts on this?” “Could you see yourself using this?”
• Close with “Do you have any listings coming up that we can help you with?”
• Say okay and ask for permission to follow 
• Remember: Agents are salespeople, too
• Let them know you have a solution to their problem instead of trying to convince them they want your product

24:03-24:47

• Get in touch with Chris at (614) 420-4574 or chris@wowvideotours.com

24:48-27:48

• Don’t be afraid of rejection; reaching out to an agent only increases your odds of getting their business
• Focus on what you can control, such as calling, meeting, getting to know agents

28:48-28:45 End

Have questions? Email hello@spiro.media or craig@spiro.media. You can find out more about Spiro at spiro.media.