Rules For Interacting With Luxury Real Estate Clients
Today we are going to talk about interacting and socializing with affluent people. Some rules and so on to keep in mind.
1. Begin by making a plan of action for attending events starting with basic research. Is it social or business? What is the dress code? Personally, I don’t mind being overdressed for an event but find it embarrassing to be under dressed. What do you need to bring: money? Credit card? Business cards? By the way, be careful about business cards at social events. The can be off putting in some venues.
2. Who will be there? Make a list of the attendees you know will be attending and make a goal of the three or four you are determined to meet. One solid connection is better than a pile of business cards. Do basic research on your “to meet” list.
3. Plan to arrive early and survey the “lay of the land”. Eat before you arrive if possible. If not, eat early in the event and then go do a little check-up in the restroom. You can’t effectively network if you are stuffing your face. I have also overheard affluent people at a social event commenting on how much others are eating or drinking when there is a buffet or open bar. Very few people smoke anymore, so don’t be one of them and if drinking, be very careful. My suggestion is fizzy water. You certainly do not want to be slurring your speech at a social event with high net worth individuals. Even if they are; trust me, some will!
4. Look for your target people. Approach them with a smile and a firm handshake. Repeat their name two or three times. I have this annoying habit of forgetting names of people I meet and stating so helps make it’s a self-fulfilling prophecy. If you have the same problem try an affirmation such as, “I always remember names.” Having the target list we discussed in point #2 will help with this. Make sure to say your own name clearly and if appropriate, deliver your 10 or 20 second commercial. As with business cards, the commercial may not be appropriate at all events.
5. Remember the FORD technique I shared with you a few weeks back to keep conversant:
- F is for family, How’s your family?
- O is for occupation.
- R is for recreation what do you like to do when you’re not working?
- D is for dreams, ask about their dreams and aspirations
I have yet to make it to D, but keep it in reserve.
In conclusion it is important for you to be real and true to yourself. Bring value to every interaction. Be clear on why people would be glad to meet you: What will they take away from meeting you that will add value to their lives?
Until next time, make it a great week. And don’t forget that if you bought Selling Luxury Homes, you get a 20 minute phone consultation with me. Just fax the request/reservation form. Email me at Jack@jackcotton.com with your luxury real estate questions.
