It happens to all of us! We attend a conference and we are pumped to network — fully armed with a new box of business cards, excited about the all the like-minded business leaders we are about to meet. We meet energetic people who are passionate about land transactions, and start to collect brilliant ideas – and business cards – to bring home like souvenirs. Let’s be real, we are so blown away by the talented associates we meet along the way, we think that there is no way that we will forget that face and the incredible value they provided during the brief interactions. When we get home, the face, value and promised follow-up morphs into a big stack of ambiguity.
We know that our biggest strengths are often our biggest weaknesses and too many outstanding connections is a problem I am happy to tackle! I am taking steps to be more intentional about my networking and more importantly, my follow-up. Join me in my quest to be an intentional networker!
Have a Networking Mission and Goal
Is your mission to build your referral business or to attract talent? Be focused about this mission and then set a goal to achieve this mission. Networking is lead generation and you are already a pro. Determine how many people you want to meet and track this number each day. What we focus on expands!
Identify and Leverage a System
Before heading to any networking event, create your system for follow-up. If a connection is a brief encounter that involves a business card, write a quick note on the back of the card so that you have context for any follow-up or notes that should be added to your database. Leverage an assistant or technology to track your follow-up. Using Evernote or assigning yourself Outlook Tasks are great ways to ensure you do what you say you will do when you return home.
Digitize Your Business Card Collection
The dreaded stack of business cards does not have to be a dread. Technology is your leverage! Check out these tips from PC World on how to digitize business cards. Transfer these contacts to your phone AND your database.
Use Your Database
Your database is not just for clients, it’s for your network too. Add a tag or bucket for RLI Referrals for all of your new connections. Create a monthly touch campaign for your fellow RLI members from afar that includes fun tips about your city, a recap of key takeaways from your last RLI Chapter training or updates about your business. You will be front of mind when one of your contacts has a client interested in your area.
Work Your Calendar
If it’s not on our calendar, it doesn’t exist. This goes for networking too! Before attending any networking event, make a list of the people you want to meet. This could be an actual name or it could be that you wish to connect with someone from a certain state. Leverage the RLI Membership Portal to collect contact information. Then, reach out to these associates ahead of time to schedule a coffee break to connect one on one. Don’t forget, conference events are perfect for meeting new people.
Keep in touch and stay front of mind by connecting with your new contacts on Facebook, Twitter, LinkedIn, Instagram and other social channels. A “like,” retweet or comment will keep you in the networking game — even from afar. More importantly, engage with your connections through all the benefits being a member of RLI offers you.
There will always be a new opportunity to implement these best practices to help with more intentional networking. Stay connected!
About the author: Holly Priestner, Director of Talent Acquisition at Keller Williams, has never met a stranger, literally. Her enthusiasm for people and their stories enables her to connect people to resources that can make both their professional and personal dreams come true. This is advantageous when recruiting top talent to KWRI, with recruits quickly recognizing that their goals matter to Holly and that she cares about their happiness and success. Attend Holly’s webinar Elevate Your Elevator Pitch hosted by the REALTORS® Land Institute on March 8.
When it comes time to buy or sell a property, having the best in the business representation is invaluable. Using an Accredited Land Consultant guarantees clients that they are represented by the most knowledgeable, experienced, well-connected, and trustworthy land professionals in the country.
What is in ALC?
An Accredited Land Consultant, or ALC, is a land real estate broker or agent who has completed a rigorous Land University (LANDU) Education Program through the REALTORS® Land Institute, an affiliate of the National Association of REALTORS®. All ALCs have met a high level of experience and transaction volume requirements ensuring their expertise when it comes to conducting and closing real estate deals. On top of having a proven and unparalleled level of expertise and experience, ALCs are required to adhere to the ALC Code of Conduct, which assures high ethical standards, in order to maintain their elite status as an ALC and ensure their clients best interest take priority.
ALCs understand the value of being the expert on all matters pertaining to a client’s transaction. Land transactions, in particular, require specialized knowledge and familiarity with the industry to competently ensure the client’s best interests are met. From understanding the various legal aspects of a transaction to applying knowledge of soil types, investment analysis, timberland valuation, recreational or agricultural land management, acquiring land for residential development, and more, ALCs are certified to have the expertise needed to represent their clients.
As the old saying goes, “there is no teacher like experience.” Which is why to become an ALC, applicants must submit a resume that demonstrates a minimum of two years of experience in land sales or brokerage or a minimum of three years of comparable real estate experience. They must also prove experience in at least five closed land transactions totaling $10,000,000, or a total of twenty-five separate land transactions.
One key to success that many clients overlook is having a broker or agent that is well connected with other brokers / agents across the country. Whether it is to tap their pool of buyers seeking to purchase a property or to gain additional insights into best practices or specialized knowledge, having a large network of other highly qualified ALCs and best in the business land brokers through the REALTORS® Land Institute is invaluable.
Accredited Land Consultants are honorable land professionals who recognize the importance of land to life. ALCs share in the responsibility to conduct themselves with high morals following the ALC Code of Conduct and the Code of Ethics of the National Association of REALTORS®.
- Protect and promote the best interest of clients
- Display high moral and professional standards
- Avoid exaggeration and misrepresentation of relevant facts
- Treat all with honesty and respect
- Stay current in industry knowledge and trends
- Enhance the integrity and professionalism of the industry
- Cooperate with fellow real estate professionals
- Follow local, state, and national laws regarding disclosure
- Will not condone or participate in discriminatory practices
- Support, understand, and champion RLI policies
The ALC Designation gives clients and their brokers the confidence to competently buy and sell land. To find an Accredited Land Consultant, visit rliland.com/find-a-land-consultant. For more information on becoming an ALC, visit rliland.com/accredited-land-consultant-designation.
About the Author: Jessa Friedrich, MBA, is the Marketing Manager for the REALTORS® Land Institute. She has an Bachelor of Science in Business Administration and Marketing as well as her MBA in Marketing with a specialization in Social Media.