Technology and social media are all the rage and are certainly buzz-worthy, but face-to-face is the tried-and-true path to customers for life and a strong referral business. This session teaches proven strategies for staying top-of-mind in this ever-digitized world. You may be tech-savvy and use technology widely in your businesses, but you must also recognize the value of good, old-fashioned in-person contact. We’ll discuss strategies for how to integrate social media into your business plans and how to combine the power of online strategy and personal contact to build a strong client and referral base.

1. Face to Face(book):
Offline Networking in an Online World
Maura Neill
ABR, CRS, CDPE, e-PRO, MRP, REALTOR®

2. What Happened?
Can we go from this…
…back to this?
Photo credits: “Communication” by jfgornet on Flickr.com |”good times, 1940s, scene 8” by deflam on Flickr.com

3. Where Does Your Business
Come From?
Here?

4. Where Are You Most?
Or
here?
Photo credit: “Conversation” by sepblogon Flickr.com

5. Where Do You Spend
Your Time?

6. Traditional Offline Networking:
Why It (Often) Fails
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8. “Here’s My Card!”
Why networking fails:
• Inherently NOT social
• One-sided
• Lacks authenticity
• Follow-up is forgotten

9. You + Networking
• What are 3 things you do RIGHT?
• What are 3 things you’d like to fix?

10. Why F2F?

11. What Happens When We Go
Offline?
Photo credit: “an idea I’m working on about the solitude of the Internet” by kylesteeddesign on Flickr.com

12. Why Face-to-Face?
Face-to-face
= Top of Mind
= More referrals
= More Leads
= More closings
= More money
More opportunities to help people.

13. What Does Face-to-Face
Cost?
Dedication
Creativity
Supplies
Time

14. What’s the ROI on
Face-to-Face?
30 cherry pies for 2011’s
clients for Washington’s
Birthday = $150
2 tanks of gas for deliveries
= $98
Receiving 3 in-person referrals + 2 more via email
= priceless
Photo credits: “Pumping Gas” by futureatlas.com / “handshake isolated on business background” by s_falkow on Flickr.com

15. The “Usual Suspects” –
Client Parties and Gatherings

16. Client Appreciation Parties
• Gets us face-to-face, in front of the
most people at one time
• The invitation is more important than
the event
• Big benefits, but big pitfalls, too

17. Aloha – Client Party 2008

18. Aloha – Client Party 2008

19. Client Appreciation Parties
Benefits:
Pitfalls:
• All clients in one
place
• Easy to coordinate
with YOUR schedule
(one date)
• You control the
outcome
• Too many people to
be effective
• One date may not
work for all clients
• Often high price tag
• Demographic
challenges

20. Client Housewarming Parties
From Seth & Alyce Dailey & The Dailey
Group ~ Baltimore, MD
• Client gives you guest list but you
control the invitations (adding those
people to your mailing list)
• You attend as host
• Lender or other vendor can help
sponsor

21. Pop-Bys and Drop-Ins
• Made popular by Brian Buffini, who
advises popping by to each client
quarterly
• A one-by-one way to connect
• Bring an “item of value” – a reason
for stopping by
• For your “A+” clients
• Have a purpose

22. Pop-Bys and Drop-Ins
Ideas for giveaways from other REALTORS:
• Cherry pies for Washington’s birthday
• Pumpkins (Halloween)
• Toffee (handmade by another client) for
the holidays – Nobu Hata
• Invitation (to an event, i.e., shredder day)
• Surprise them with the timing!

23. My Cherry Pie Pop-By
• Send “invitation” about 2 weeks before
• Clients must RSVP for their pie and
choose a day that I’ll drop by (from 2
consecutive day choices)
• Order the pies from local grocery store &
pick up day before
• Most don’t want the pie but appreciate
the offer (saves time & money!) and still
give a referral!

24. A New Twist on the Traditional

25. Tweet-Ups
What is a tweet-up?
• A way for you to promote your
business and another local business
= WIN/WIN

26. Tweet-Ups
• Traditionally advertised via twitter
and guest list is random(i.e.,
whoever sees it!)
• New twist = invite select groups of
your clients/local sphere
• Have a hook to get people there
• Inviting the social media-savvy will
make the host happy

27. Tweet-Ups
• Partner with a local business for
location and to share cost
• Be picky about your invite list –
don’t have to invite entire client list
• Be brave – put the word out on
Twitter/social media and attract
potential clients/contacts

28. MeetUp.com

29. MeetUp.com
From Brian Copeland ~ Nashville, TN
• Join MeetUp.com
• Search for MeetUps that interest you
OR search for a void in those areas
• Join a MeetUp or start a new one
• Based on geography and interest

30. MeetUp.com
Brian’s group!

31. Flash Client Parties
From Chris Rix ~ Hot Springs, AR
• Text, email, Facebook a select group
(100-ish) 1-2 days before event
• Guest list-exclusive
• Those people generate buzz & others
ask to be on the list
• Always plan for more, but if they’re
asking to get in, they’re prospects

32. Charity Events
• Picking a local charity gives back to
your community and helps your
clients do the same
• Two options:
– Pick one charity that you support yearround with multiple events
– Support multiple groups throughout the
year with different events

33. Trick or Treat for the Troops
www.trickortreatforthetroops.com

34. Hot Dogs for Homeless Dogs
Annual hot dog cookout at my home
Benefits local animal rescue
We provide hot dogs, buns, fixings
BYO: drinks, side dish to share (close
friends), dogs + kids
• Clients bring donations from animal
rescue’s wish list
•
•
•
•

35. Hot Dogs for Homeless Dogs

36. Pumpkins / Christmas Trees
for Charity
From Nobu Hata:
• Work with local pumpkin/Christmas
tree vendor to get discounted price
on items (pumpkins, wreaths, etc.)
• Have a drop-off event: hot
chocolate, candy, etc.) one
afternoon – drop off unwrapped
toy, pick up your wreath

37. Blood-Sucking REALTORS®
www.bloodsuckingrealtors.com
From Leigh Brown ~ Charlotte, NC
• Blood drive – first one at Halloween,
second was for Valentine’s Day
• Benefiting local blood bank – all
blood donated stayed in
community
• Include local blood-need stats

38. Other Charity Events To Get
You Face-to-Face
• Canned food drives
• Clothing/coat drives
• Soup kitchen volunteer day
• What else can you think of?

39. The After-Closing Closing Gift
• Small gift at closing
• “Real” closing gift a few weeks later
• Excuse to see the home once
they’ve moved in
• Great photo op!

40. Quarterly Client Workshops

41. Quarterly Client Workshops
• Provide value – information they
can use
• Two topics – attracts more interest
(i.e., husband + wife, client + a
friend, etc.)
• Get one of the speakers to sponsor
breakfast

42. Intimate Client Dinners
From Raziel Ungar ~ Burlingame, CA
• Quarterly or bi-annual client dinners
• Thoughtful seating arrangements =
“matchmaking” for clients
• Small sampling of current/recent
clients
• Prix fixe menu = more cost effective
• Easier follow-up

43. Attend Clients’ Parties/Events
From Dale Chumbley ~ Vancouver,
WA
• Don’t just do the inviting!
• Attend clients’ parties and events
when you’re invited
• You’ll be introduced as “my
REALTOR” and make new
connections

44. WRITE IT:
• Two local businesses you can
approach TODAY to co-host a
tweet-up
• Two local charities you can support
in 2012 with a client event

45. Harnessing Your Online Power

46. Where Is Your Facebook
Presence?
• Your personal profile – what does it
look like?
• Your Facebook Business Page:
– Do you have one?
– Do you use it effectively?
– Do you need one?
• Where do you spend the most time
and get the most response?

47. Julie Beall
Put This On Facebook
1,000 pairs of shoes donated…and delivered

48. Harvesting Facebook for
Client Information
Birthdays & Anniversaries

49. Letting Facebook Do the Work
For You
From Raziel Ungar ~ Burlingame, CA
• Clients’ hobbies, interests
• What you see on Facebook + how
well you’ve gotten to know them
• Sharing articles, books, points of
interest
• An excuse to get in touch

50. Redefining Face-to-Face

51. Skype – Your New Best Friend
• Skype for client consultation
• Skype for closings
• Introducing your clients to Skype –
providing value!

52. The Birthday Video

53. http://facebook.com/about/groups

54. The Introduction Video
Via Leigh Brown – Charlotte, NC

55. The Personal Contract-to-Closing
Facebook Group
• Secret Facebook group for you and your
client
• Post video messages and reminders
every step of the way
• Better than a phone call because they
can replay
• Great with more than one person in the
transaction – they each get the same
message

56. Other “Face-to-Face”
via Video
• Tours of properties for a client via
Skype or Facetime
• Presenting an offer or counteroffer
• Regular communication with a
needy client
• Responding to an online lead

57. Q&A

58. Connect With Me
Connect: about.me/MauraNeill