Strategy #13 - Getting More Leads Through Business Network Meetings (9 minutes)

Once you’ve selected a group or groups, it’s time to fully immerse yourself.

Attend meetings and assess whether the group aligns with your values and networking needs, as not all networking meetings will be a good fit for you.

Remember, you are there to showcase that you are the agency of choice; this isn't a meeting to simply have a coffee and connect.

It’s all about fostering relationships and getting into as many business ecosystems as possible.

Look out for the dynamics: Are they welcoming? Are referrals actively exchanged? Are they a positive group discussing future aspects of the group's growth?

Remember, some groups might be too ‘clicky’, focusing more on social interactions than actual business opportunities.

Your goal is to find networks that foster genuine business growth and are committed to supporting each business that joins, actively referring new leads to one another.

Networking isn’t about handing out business cards—it’s about creating meaningful connections along the way.

Power Tip: Business Cards - Regarding a business card, don’t be quick to hand it out; collect more than you give out. You don’t want to be relying on them reaching out to you. By getting their card, you can reach out first. Here’s how to do it:

• Collect Cards: Rather than distributing yours, focus on collecting contacts. This gives you control over the follow-up.

• Initiate Conversations: Lead with curiosity. Ask about their business and look for ways to add value. For instance, suggest social media tips that have worked for you. This not only shows confidence but also builds immediate trust.

• Follow-up: Use the contact details you've collected to follow up, solidifying the relationship. This can be done via email or even a call a day or two later.

When you’re having a discussion with a new person you meet at a function, and you share a small tip from your business that worked for you, they will be thankful and appreciative of the advice.

This creates an emotional memory with them about you as a person, and they will develop a desire to help you again.

Reciprocation works best when you are the first (and most active) to do it!​

Your elevator speech is your opportunity to make a lasting impression in a brief moment.
It’s a concise pitch that highlights your value. Groups like BNI often help members craft these speeches.

Here’s an example:

[Script] “Did you know that before anyone invests in property, it’s crucial to first consult with a property manager. Sales agents do a fantastic job selling the property, and that’s their job.

They are unaware of the actual statistics and data on what tenants are looking for, the current rental market returns, or how to attract the best tenants and identify areas that are more suitable for them to live in.

A sales agent will sell any property, but a quality property manager won’t manage every property”

Practising this quick, engaging hook ensures you leave a memorable impression, turning fellow networkers into advocates.

Not everyone is knowledgeable about the real estate world; they simply think that all properties are suitable.

By saying “Did you know” at the start, it makes them listen up, as they want to know if you’re about to share something they already know or not.

The real magic happens in one-on-one settings.

After establishing initial connections in a group, arrange personal meetings. These sessions enable deeper conversations, facilitating a better understanding of each other’s businesses.

Use this time to explore mutual benefits.

For example, you could share blogs or newsletters that interest their clients and ask for similar materials from them to share with yours.

Remember that you have to foster the relationship and ask them if they have any articles or newsletters that you could share with your clients.

You are asking them, “Is it ok if you give me something that I can promote your business to my clients?”

Of course, they will want to give you something, or even create something.

Invite them to be on a podcast, video or even present at an investor event you run.

Yes, I will be sharing this later, but this is all part of the reciprocation where they will want to do something in return. This could be you offering them an article, blog, or video that would benefit their clients.

This exchange not only fosters goodwill but also strengthens your professional referral bond.