Experts Reveal Secrets Of Effective Networking For Leads Generation In Real Estate Market
Panellists at a virtual networking event organised by the Young and Passionate Estate Surveyors and Valuers (YPESV) of NIESV Lagos State Branch have revealed ways young Estate Surveyors and Valuers can effectively network through the sector to get the big deals. At the YPESV programme held yesterday 21st October, 2021 on Zoom, themed, “Networking in the 21st Century: A Tool to Maintaining Leads Generation in the Real Estate Market,” the younger generation of real estate professionals were put through the tenets of effective networking tools to further equip them with the needed skills.
The panellists were Lotanna Ezeogu, a networking coach from Skills Tribe; Mrs Chukwunonso Onny-Ezeh, a lawyer and Chief Executive Officer, Assist-2-Sell Properties; and ESV Gbenga Ismail ANIVS, FRICS Principal Partner, Ismail & Partners and Vice Chairman, NIESV Lagos State Branch. According to the panellists, young real estate professional s seeking to network with potential clients must be confident, proactive and should know when to pull the plug when a target is not welcoming their advances to network with them as continuing would mean pestering the target and ruin the effort. They should also begin with their peers, religious circles and families.
Putting up the microphone first, Ezeogu said: “People who are introverts can grow their confidence by starting conversation, learn to talk to people to grow your confidence; talk to the gateman, talk to the shop attendant. Through this deliberate effort you can get used to talking to people.” She however said, “networking is not just about talking.”
She continued, “People like people who are like them and people are interested in people who are interested in them. So, start your conversation from your environment, your industry and things that are common to both of you. This way, you learn to listen to people and to know the right people. Start the conversation around your industry and move the conversation towards your business.
“Everybody is a stakeholder in the real estate industry. Try to hit the person’s interest instead of approaching your conversation from a general angle.” According to her, the right people are those who are resourceful, who can connect you to potential clients. “You need to nurture relationships and leverage on your networks,” she hinted.
For ESV Ismail, who is also the Vice President, Lagos Chamber of Commerce and Industry (LCCI), young professionals who find it difficult to network can start with networking with their peers and their families.
He said, “Begin with networking with your peers. Start with who you know now. Networking is intentional and deliberate effort and family is first. You must conquer fear of being rejected and learn to ask. You can do a favour to someone and ask him or her a question.
“When trying to network with someone and the person is not forthcoming, you must know when to pull back. You can ask for his card and ask for a convenient time to call him. Sometimes, his PA is your best button.”
Onny-Ezeh said young real estate professionals must make themselves known. Unfortunately, she noted that some young professionals do not know when to start networking. According to her, so many young people miss great opportunities to network. She advised professionals to sign up for affordable short business courses in a reputable business school such as the Lagos Business School, which could open them up to great networking opportunities.
“You have to also get back to your existing network, update them with information about your business and use the social media well to promote and publicise what you do. People should attend programmes and events, inclusing social events like wedding and let your networks know that you are around. Have your business cards at these occasions and give them out to your new networks. Come out from your comfort zone,” she advised.
Welcoming the over 100 participants earlier, the Chairman of the Branch, ESV (Mrs) Olabisi Demola-Alade FNIVS said the Executive Committee is passionate about young professionals in the Branch.
She said, “The Executive Committee of the Very Branch, which I head by God’s grace, has a very keen interest in you and the future of our noble profession. This is why we have continued this good creation of the past Exco to keep having this forum in order to attend to your specific professional development and welfare needs directly.
“This edition of YPESV mentoring series is themed, “Networking in the 21st Century: A Tool for Maintaining Leads Generation in the Real Estate Market.” The YPESV Team Lead, ESV Tolu Akomolede-Okojie ANIVS have worked tenaciously to come up with the topic and we believe that the content would address the current trend and needs of the younger generation of Estate Surveyors and Valuers who are rightly energised to head the marketing engine room of every estate valuation and surveying firm.
“Of course, succeeding in real estate marketing would need you to have the needed tools, especially in this technology-driven age like never before.” In vote of thanks, ESV Akomolede-Okojie appreciated the panellists for sharing their wealth of knowledge and experience with the young and passionate Estate Surveyors and Valuers. She further charged the young professionals to put what they have learnt to practice in their daily effort to meet set business goals.