Keep your eyes and ears open to what is going on around you, wherever you happen to be. Personally, I like wearing shirts and jackets that have our company logo on them. They are excellent conversation starters (plus, who doesn’t love a little brand pride?). Just yesterday, I popped into McDonald's to grab and go, or at least that was the plan. I was waiting in line another customer saw my coat with the RE/MAX Ability Plus logo and asked me, "How is the market at RE/MAX?" We talked a bit while waiting on our food before he told me he wanted to sell his home. He’s on the South right now, but wants to be closer to his grandkids on the North side. He’d like to buy a new house, too. We sat down together, ate lunch, and just visited. He now has an appointment with one of my agents to get things started.
Over the years, I have sold millions of dollars of homes standing in all sorts of lines in all sorts of businesses. Some of the time it was because I’m a natural salesman, natural speaker; most of the time my branded clothing did the work for me. If not wearing a logo, I engage my "Three Foot Rule” and it also works well. If you come within three feet of me you are going to hear my story. Rather, I will hear yours.
For those who are thinking, "Well maybe it will work for you, but I am not that outgoing," let me assure you it is much easier than you might think. If your concern is you don't know what to say to start a conversation, or worse, to continue a conversation let me give you a great tool. It is called F.O.R.M.: Family – Occupation – Recreation – Message. Everyone wants to talk about the first three topics, and you might be surprised to find how many people are starving to find someone who will give them genuine interest in hearing their stories. The ice breaker can be almost anything, weather, something you see while standing in line, anything. Then you ask about themselves, their family, kids, etc. When they tell you show true interest and ask follow up questions, of course share your own quickly, then back to them. Keep the focus on them: often times you’ll find that people will share things you wouldn’t believe. Within minutes you’ll know more about them that you may have wanted to. After you’ve covered their Family, Occupation, and Recreation, offer your Message. Hit them with your elevator speech, the Buffini Mayor’s Speech, if you like. Sometimes, its as simple as being asked what you do. That might be all someone needs to ask you, "How is the market?" or "I have been thinking...."
You are likely walking right past clients every day who are people who you would be able to meet face to face. Develop a relationship instead of complaining about how hard it is to get an Internet lead or to respond to your emails or calls.
Don't be a Secret Agent: remember the Three Foot Rule and F.O.R.M.
