The Do’s and Don’ts of R4 Networking

Many of the most successful Sales Associates in the network attend RE/MAX R4 every year because they understand the value of the experience. Paul Hannan, for instance, is a top producer with RE/MAX Legacy Realty in Mississauga/Toronto, Ontario. He goes to network to build his referral database and has become a pro at it over the years. Here are Hannan’s best do’s and don’ts to network like a rock star.

DO figure out why you’re going

I think R4 education is fabulous and I drop in on sessions here and there, but my main reason for going is to network. A lot of agents talk about farming neighborhoods; well, I farm RE/MAX events. Why? Because agent-to-agent referrals provide a very lucrative income stream! It’s also the best chance you’ll have to meet agents from around the world.

DO make it a point to meet at least five people a day

You’ll never remember everyone you meet. That’s why I make it a point to spend time with at least five new people a day and have meaningful, one-on-one conversations with them. More than 40 percent of my business comes from RE/MAX agent referrals, and many of those referrals were exchanged with someone I met at a past convention. Making time for quality, in-depth conversations is more effective than a quick swap-and-run approach.

DO look at name tags and ribbons

You know those colorful ribbons that list agents’ designations and awards that seem to mimic an alphabet soup? They actually have a purpose beyond colorful decoration. If you want to increase your income, seek someone out who has a Diamond Award or Chairman’s Club ribbon. They can probably share a tip or two.

DO go to as many social events as you can

The best places to meet people are lunches and other unstructured social events. At sessions, someone is presenting the whole time and you’re in a chair for an hour or longer. But at social events, there’s an ebb and flow of activity and conversations. The Big Give is my favorite event, because you’re not tied to a table and you can move around a lot. The same goes for the Welcome Reception. The key is to be accessible and move around.

DON’T be shy

Ask yourself, “Who do I want to meet?” Are you seeing more international buyers in your market? Make it a point to seek out agents from those places so you can exchange referrals with them, or gain insights into the psyches of potential buyers. Stay in the host hotel, be visible and introduce yourself to RE/MAX people – they could be your next referral.

DON’T be boring!

You’ll meet a lot of people at R4, so it’s important to be likeable and memorable. Remember to have fun and smile; no one wants to talk to someone who doesn’t seem approachable. And do something people will remember you for. For example, when I went to one of our Canadian cocktail gatherings one year, I brought little Canada flag stickers for everyone to put on their lanyards. Over the next few days, Canadians could spot each other from a mile away. They loved it!

DON’T try to give everyone a card

Dumping business cards left and right and leaving them on every chair at all of the events is ineffective. How will anyone remember who you are if you don’t actually talk to them? Strike up conversations with people first, and then swap cards. Write notes on the back of the cards afterward, so you remember what you talked about.

DON’T forget to follow up!

So many people forget to keep in touch after they get home. All of the people I spend a significant amount of time with at R4 receive a handwritten thank-you card from me. I also add them to my database, which has grown to 1,400 RE/MAX agents I’ve met over the years. I follow up with these contacts via email each quarter. Social media is a great way to stay in touch, and it’s an effective way to build those relationships even more.