Can agents leverage being active in the community and build a business by being a resource for future clients and friends? We talk to Tulsa agent, Jennie Wolek about strategic business relationships and how she successfully nurtures quality leads for her B2B referral network.
There’s nothing like the energy that comes from connecting with people and then helping them connect with other people. Matt Johnson
Takeaways + Tactics
Start with supporting your own database and stay connected to them.
If people happen to know someone who needs a real estate service they will think of Jennie’s business because of the relationship she nurtures with them.
Trust comes from credibility.
At the start of the show, Jennie told us about her service, and a breakdown of the roles in her company. We also learned about how her family played a role in her working towards her B2B referral network. She built her team out of necessity and decided to lean on strategic business relationships. Next we discussed nurturing cold leads and Jennie’s methods for getting new business, which is mainly through the people she meets at events and classes. She also shared on the next steps for her team, which include expanding into neighboring cities.
We asked Jennie about how she got onto her chosen path and she explained the role a course played in her professional development. After realizing that her centralized hub wasn’t ready to expand, she learned more about Preferred Service Providers and basing her services on who she likes doing business with. She then started to support her own database and found it to be an excellent way to fulfill her purpose.
Jennie went onto to describe the “covenant” she makes with the businesses she builds relationships with. She promotes them and in return they provide a referral within the calendar year. We asked her about unexpected and unique businesses she has partnered with and how she uses social media to show how active her team is in the community. She also shared on how she stays connected with the database, and showing credibility with a blend of systematic and authentic content. Finally she touches on how her team gives back to the local community.
Jennie focuses on building quality relationships by connecting with real people. It’s less about having as many leads as possible and more about becoming front of mind for customers by providing value, being supportive and supporting her database of Preferred Service Providers.
Jennie has been a realtor since 2001, and she holds a CRS, GRI, Broker's license. She’s also a, BOLD Achiever, EXCEL Award, ALC, DISC Certified, QL-A World Changer Mindset Certified Instructor and Ignite Instructor. To get in touch with Jennie email email@example.com
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.