One of the most amazing things about scenius scenes is that they change your outlook. Often permanently. After enjoying two of these experiences lately, one at Swallow Hill at BHB Orlando and one Thanksgiving morning via email (more on that one in a later post), I was thinking over some (of the many) things that I learned from Sean Purcell and Brian Brady. These guys have well developed sales skills where I am a technology guy who likes to teach, but needs to sell.
While I was ruminating on some of their wisdom, up popped this post from Thomas Hall. I asked myself: Do you know REALTORS like this in your office? Of course. We all do, I think.
Do you know people who are making money using Facebook and other social media? You need to spend a little time with Brian Brady. Seriously. Beg. Borrow. Steal. Do what it takes to pick this guy’s brain. As intrigued as I was to listen to him as we talked ABOUT what he does, what fascinated me was watching him DO it, while Sean called out the play by play. And the ideas flowed in bunches. It was seriously cool stuff.
I mean it. Whatever it takes to watch him do what he does. That hour you grab with him at BHB Unchained in 2009 may well MAKE 2009. Here’s a little insight that I just gained…weeks after the scenius…that finally soaked through this thick skull of mine.
I was with Brian as he met people in person. and connected with his audience.
I listened while he worked on the phone from the house at Swallow Hill. and connected with his audience.
I spoke with him in front of an audience. And he connected.
I watched him work Facebook, Active Rain and other social media platforms.and he connected with his audience.
I watched him connect with Bloggers. again his audience.
I read his post “Pick up the damn phone!” again, connecting with his audience.
And I have watched many successful REALTORS do exactly what Thomas Hall describes. These people are EFFICIENT and EFFECTIVE at building their sphere by networking to where folks don’t even THINK of calling anyone else. Again, they connect with their audience.
The common threads?
The best and most effective will use any method needed to reach their audience. To them twitter may be cool (if and only if they can reach people). Facebook may be great..if it can be used to connect with and / or enlarge a sphere and make deals. SEO? splendid, but only if it attracts soon to be potential clients. Blogging? awesome IF it is effective blogging that CONNECTS with potential clients.
Much of the RE.net banter often times is directed at praising this media over that..boo to Twitter, yea to blogging, boo to SEO…you get the idea–In other words, it is the singer! or this script over that, this coach over that…it is the song!
My truth: It is the audience. An audience of even 1, where you can connect efficiently and effectively–and make a client for life that helps you build your business with their loyalty and referrals.
Brian, Sean, and Thomas…thanks for reminding me that it is about connections and audiences (be they big or small) and not about singers and songs. Henceforth, I will be evaluating how I spend my time (online and off) on the basis of its ability to connect me with those audiences, even if of one.
Thomas Hall says:
Eric – thanks for the ping 😉 Perhaps the most valuable lesson I have learned is that relationships matter – period. I recently asked one of my investment clients if it was important to him that I worked for the broker that I do – well established firm in Chicago. His response was, “Why? What firm do you work for?”
December 2, 2008 — 7:42 pm
Sean Purcell says:
My truth: It is the audience
Wow Eric. The elegant, yet simple, truth. You nailed it.
December 3, 2008 — 7:31 am
Brian Brady says:
“The best and most effective will use any method needed to reach their audience.”
There’s the black pearl. Sales is a contact sport, Eric. We need to make connections. Social media are a way to draw people into your sphere and see who raises their hand. Once that hand raises, it’s up to you to embrace them.
I’ve caught hell from @tcar for abandoning Twitter. While I”ll admit that it can work, there are much more effective places to connect…
…like a Chamber of Commerce meeting
December 3, 2008 — 9:24 am
Leanne Finlay says:
Relationships matter. I’ve found over my 25 year career that when I host a casual party at my home, and invite my friends, and certain real estate clients that will enjoy my friends, and encourage them all to bring a dish or a bottle of wine (people love to be involved), and by all means bring a friend — they come, we all enjoy, we don’t talk real estate, other than just a snippet if it comes up, and I end up with new clients within a week or month or two of the fun evening. For me, the key is that nearly everyone does know each other, that way the new arrivals have lots of new buddies who include them easily in the flow and in conversations.
That won’t work for everyone, but it works for me. I love when my clients and friends refer someone to me, it feels like working in a smaller town, where everyone is connected.
Thanks, Eric.
December 3, 2008 — 11:05 am
Vance Shutes says:
Eric,
After picking Brian’s brain last night about Facebook, I came away both encouraged and humbled. Encouraged by all of the terrific ideas which Brian shared, and humbled that he so willingly helps others. Being a part of that scenius must have been incredible. I’m jealous!
December 3, 2008 — 5:28 pm
Eric Blackwell says:
@Vance- Fun, wasn’t it? (grin)
I think people sometimes may read what I write and think that I was blowin’ sunshine someplace…I wasn’t. The thing about working in a scenius type environment is that you make massive progress because you are focused and investing in the synergy that you find.
It very much is spontaneous combustion, one thing feeding on the last.
@Brian and Sean – thanks.
December 4, 2008 — 3:06 am
J Boyer Morristown NJ says:
Great post, though I have to admit I still have not really figured out how to put facebook twitter … to work. I agree with the face time and phone time to go along with internet contact and e-mail. I had a great internet to face meet experence yesterday, met a very nice person in downtown Morristown who has been reading my blog, we got to talking and decided to go for coffee, next thing I know he says to me, you know my friend coworker just stopped working with her Realtor, lets go meet her. I met here, and discovered that she had been working with a part-time Realtor who was not giving this client much of any service. I had a nice conversation with her, and she asked me if I will work with her. So before the end of the conversation she hands me a copy of her pre-approval letter and agrees that we are looking at homes this afternoon, as she is ready to find something now. 🙂
December 4, 2008 — 6:42 am