Years ago, someone said to me that in the world of business, there were generally only five people you needed to know in order to create a successful business. That number five always struck me as odd.
This weekend, I listened to a podcast interview with Ryan Serhant, the real estate wunderkind from shows like Million Dollar Listing New York. (I am passionate about learning about marketing and sales from other industries, including real estate.) Serhant talked about his goal of meeting five new people each day.
And if he has spent the day behind a desk, he will walk outside or go to a deli and introduce himself to five new people. It works brilliantly for him, and at age 40, he has closed $10B in sales and represented clients in record-breaking deals around the globe. Even if a new acquaintance might not be looking for a new home, they may know someone who is, or they may eventually need to make a move.
Real estate, like so many businesses, is at the intersection of knowing the right people and those people having a need.
While not everyone will have the ability to meet five new people a day, having a vast, diverse network, one that is regularly replenished with new contacts, is essential if you expect to keep growing, learning and profiting in the service business. I’ve seen it help my clients create a pipeline of contacts that lead to referrals and knowledge of industry trends.
My advice:
Have a good idea of your target audience and know your niche, but be willing to go out of your comfort zone and meet new people…continuously.
Use LinkedIn as a way to remain in touch with people. It is an excellent “soft” approach to maintain contacts, and reminding them that you are there.
If you are an accountability-type person, set a goal of meeting new people. While it may not be five people a day, you may want to start with five in a week.
Get comfortable with meeting new people. If you are not, learn to ask open-ended questions and be curious about their lives. Everyone has a story to tell if you ask them.
