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Text Content

 
Brought to you by Weslee Gralapp
 

 

 
BUSINESS TIPS
 

 
5 KEYS TO MORE EFFECTIVE NETWORKING    
 

Networking can certainly help you get more business. But the process is not
automatic—you must take the right approach. Since the goal is to acquire clients
and referral partners, you may think you should show up at networking events,
all primed to sell, sell, sell! But that is the wrong approach. Here is the
right way to look at networking.

It is not about transactions—it is about relationships. What you want to
accomplish at a networking event is to make strong connections with individuals,
so they will remember who you are when you follow up with them. You want them to
be interested in meeting with you again. If you show up at networking events in
sales mode, people will not want to meet later because they know it is just
going to be a pitch.

Do not worry about being interesting—be interested instead. Networking is not
about you. It is about being interested in and discovering what other people are
doing. This is especially important when networking with someone more successful
than you. Learning about what other people do is another way to start a
relationship. And remember, if you ask for business before there is any
semblance of a relationship, it is less likely you will get it.

Focus on learning who you can help. Finding ways you can help someone is the
foundation of a good relationship. Learn about the other person’s challenges and
explore shared interests, and people will be eager to meet with you after the
networking event.

Pay attention to quality, not quantity. The quality of your network is way more
important than its size. Building a powerful network you can draw on does not
come from seeing how many business cards you can collect. It comes from finding
out about the people you meet so you can help them so they can help you.

Become a leader in a group you are active in. If you want to stand out in a
networking group, volunteer for a leadership position. When you are helping to
run a group you attend, you automatically get lots more exposure. Of course,
once you have developed a relationship with someone, do let them know you would
like to do business with them. Also, be sure not to leave the group once you
have stepped down from your leadership role. That just looks like you took the
job for the business opportunity, not because you wanted to give something back
to the group. The credibility you gain from your leadership role should remain a
secondary benefit.

 
 

 

 
TECHNOLOGY
 

 
HOW TO USE TECH TO REACH THE NEXT WAVE OF HOMEBUYERS      
 

The wave of homebuyers following the millennials is called Generation Z, or Gen
Z. It is made up of those born from 1997 to 2012. That means the oldest members
of this cohort will turn twenty-six this year. While that may sound young,
studies show that Gen Zers have a real thirst for home ownership and they are
far less restrained about home buying than prior generations. A recent survey
revealed that 45% of these young adults want to purchase a home in the next five
years. Experts estimate that in three years, the number of Gen Z homeowners
could total twenty-nine million.

The key characteristic of Gen Zers is that they are digital natives, familiar
with computers and the internet from an early age. In general, they prefer to do
everything through their phones, tablets, or computers. So, to reach them
effectively, you need to be tech-savvy.

Gen Z values critical thinking and carefully evaluating all the options. Being
digital natives, they are used to having multiple streams of information at
their fingertips. Here is how to approach this big new population coming into
the housing market.

Be where they are. To sell homes to Gen Z, be where they look for solutions—on
social platforms on the internet. That is where they will look for listings and
reach out to agents. A recent survey from Forrester reported that 63% of Gen Z
use TikTok weekly, versus 57% for Instagram and 54% for Snapchat. The TikTok and
Instagram video-sharing platforms are popular because of its variety of
content—including also hundreds of thousands of educational videos on every
imaginable subject.

Social media is a wonderful place to market yourself as a conduit of
homeownership information. Be creative. Some ideas for content include creating
videos on mistakes you see buyers make, a day in the life of a real estate
agent, and how to start your homebuying search. Algorithms measure the amount of
time people view videos and promotes the ones with the highest ratings.

Gen Z has grown up with video content, so YouTube is also popular. YouTube’s
Shorts lets you post short clips just like social media allowing you the
opportunity to get creative in sharing your wisdom and promoting your services.
The goal is to create quick content that also provides meaningful information.

Give them content they can relate to. Gen Z likes planning and thinking through
every aspect of decisions, especially when it comes to homeownership. They want
an agent to be realistic and honest with them during the seemingly overwhelming
homebuying process. So, it is important to be transparent in all your
communications and to set realistic expectations. Focus on building trust with
your Gen Z audience, delivering clear, truthful content.
 

 

 
MARKET TIP
 

 
KEY FINDINGS FROM THE NAR’S LATEST CLIENT SURVEY    
 

The recently released National Association of Realtors 2022 Profile of Home
Buyers and Sellers revealed real estate agents remain vital to the home search
process. They are, in fact, the most used information source for buyers.

When deciding on an agent, buyers want someone who is honest and responsive and
has extensive knowledge of the real estate market and the homebuying process.
The three factors people ranked highest when hiring an agent were the person’s
reputation, trustworthiness, and honesty. Honesty, integrity, reputation,
trustworthiness, and market knowledge have always been the basis of success in
real estate. And they will be even more important in this year’s market.

The study also found that referrals are still the primary source of business.
The Profile reports that 41% of all transactions came from a referral. Of those,
36% were referred to the agent by a friend, neighbor, or relative, and the other
5% were referred by another real estate agent.

Finally, the Profile found that whether a lead is a referral, an internet
inquiry, or a phone call, the first agent that met with a seller in person got
the listing 80% of the time. Buyers hired the first agent they met with in
person 67% of the time. This means that when you get a lead, make getting a
face-to-face meeting your top priority.

 
   
 

Thank you for the business-building opportunities your partnership provides — we
love providing the same to you!

 

 
 
 
 

 

 
Weslee Gralapp
Loan Originator
NMLS# 1985900

1938 Jackson St.
Alexandria, LA 71301
Office: 318.392.1000
Cell: 318.542.1626
wgralapp@myamcap.com
myamcap.com/wgralapp

 
   

 
 

 
 
This e-mail is an advertisement for Weslee Gralapp. The material provided is for
informational and educational purposes only and should not be construed as
investment and/or mortgage advice, or a commitment to lend. Although the
material is deemed to be accurate and reliable, there is no guarantee of its
accuracy. The material contained in this message is the property of AmCap Home
Loans and cannot be reproduced for any use without prior written consent. AmCap
Home Loans (AZ BK-0947259) is a DBA of AmCap Mortgage, LTD. (AZ BK-0929916) NMLS
ID# 129122. Visit www.nmlsconsumeraccess.org/EntityDetails.aspx/COMPANY/129122
to see all state licenses and locations. Corporate location and additional
disclosures: 9999 Bellaire Blvd. Suite 700, Houston, TX 77036. Phone:
713-586-0500. Licensed by the Department of Financial Protection and Innovation
Under the California Residential Mortgage Lending Act. MA Mortgage Lender
License ML129122. Oregon License # ML-5441. Rhode Island Licensed Lender. Some
products may not be available in all states. This is not a commitment to lend.
Equal Housing Lender.
 
 

 
 

  


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