Increase your business by becoming "business present"

By
Managing Real Estate Broker with Winchester Real Estate Sales, Cornerstone Business Group Inc 0225086119
http://actvra.in/FLq

Well, it happened.  My younger son signed a lease on his first rental today, and he has officially moved.  It was a day of mixed emotions.  We are so proud of him, and at the same time we are sad to see him go.  It was quite a rollar-coaster ride today.  Even dads can get misty sometimes.

It did remind me of one thing business related.  As independent contractors, we need to Business manbe "business present" all the time.  Here's how today's event started 4 years ago.  I went to my dentist to have my teeth cleaned.  He had a new assistant, and I immediately recognized her Russian accent.  While she and I prepared for my exam, I learned about her journey to the United States, and I related my work in the Ukraine.

That lead to me asking her to help me with my Russian language skills.  She became my tutor for about a year.  That meant a weekly visit to my real estate office for a session.  When her school duties picked up and my business duties increased, we had to stop the tutoring, but I kept her number and she kept mine.

A year later, we ran into each other in the grocery store and renewed things.  A couple weeks later, she called to ask if I could help her become a real estate investor so she could use the profits from her rentals to finance her college education.  Of course I agreed.

In May of this year, we closed on her first rental. At the same time, my younger son started talking about finding a rental.  We looked at a few, but nothing looked good enough or promising enough, and then my friends called.  They wanted me to find a tenant for their rental.  In 30 minutes I called to confirm I had their first tenant.  My son and two friends moved into the rental today.

I was business present during my dentist appointment, and it turned into future business.  Being business present is the process of exposing your marketable skills in casual conversation.  It should be comfortable and fluid.  No one likes it when someone is trying to force himself and his business into a conversation, but it can be done very smoothly with a little practice.

Business meetingI also received a call today from an electrical client.  When our company first took care of his initial electrical needs, I made sure I mentioned that we also own a real estate brokerage.  He had shared that he is a real estate investor which opened the door for me to share how I got involved in real estate through investing.  

Today, after three years of providing regular electrical service for his rentals, he called to ask us to take over his rental property management.  Business present.  In the simple process of conversation you incorporate your business experience and skills.  You become known for your expertise and at some point, the phone rings, and it is something you should be doing everyday.  

The only caution I would offer in the process of learning to become business present is to make sure that it's not forced but fluid.  I closed a property this week for friends I met while teaching Spinning.  In the process of getting to know each other, they learned that I have an electrical contracting company, and then they learned that I own a real estate brokerage.  So, we did electrical repairs on their home and then we sold it.  Business present.  They have become a great source of referrals for us since the first project. 

 

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  1. Donna Foerster 08/09/2012 07:53 PM
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Rainmaker
810,806
Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

I haven't had pneumonia, James, but I totally umderstand that busy feeling.  

Aug 02, 2012 06:19 AM #16
Rainmaker
365,674
Kim Boekholder **Results Real Estate**
Results Real Estate 801.580.5624 - Sandy, UT
Broker, Selling Salt Lake Homes

MIke~  what a wonderful story a win win for all of you.  Being proud and confident of who you are and what you do makes all of this happen.  As you stated being business present a great reminder for all of us 

Aug 02, 2012 07:17 AM #17
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Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

Business present is how I work it. I live my business so it's easy to incorporate what I do into a conversation. I never force the issue. It just happens and I think that's the way it should be.

Aug 02, 2012 08:47 AM #18
Rainmaker
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Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

Thanks, Kim.  I can't help but let the mechanics of my life ooze out and it brings business.  Not pushy at all, just fluid.

There you go, Debbie. That's what I'm talking about.  It just happens.  

Aug 02, 2012 08:49 AM #19
Rainmaker
629,222
Barbara Altieri
RealtyQuest, Fairfield and New Haven County CT Real Estate - Shelton, CT
REALTOR-Fairfield County CT Homes/Condos For Sale

Mike -- Business present -- fluid NOT forced. Great advice. Be subtle and work it into a conversation. No one responds well to an in-your-face approach.

Aug 02, 2012 05:51 PM #20
Rainmaker
810,806
Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

It's a learned art, Barbara, but it can be done.  Have a great Friday!!

Aug 02, 2012 06:54 PM #21
Rainer
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Mike Warren
Real Estate - Colorado Springs, CO

Great story of success Mike! Being a business present can bring us to success. You'll never know who, where and when you will meet your potential clients. Thanks for sharing. Have a great day!

Aug 02, 2012 07:30 PM #22
Rainmaker
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Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

Hey, thanks, Mike.  Have a great Friday.

Aug 02, 2012 07:41 PM #23
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Mona Gersky
MoonDancer Realty, Dillsboro,NC - Sylva, NC
GRI,IMSD-Taking the mystery out of real estate.

Mike, how exciting for your son and how rewarding that this experience came back full circle to you.  Just for speaking up at the dentist's office.  Business present can have so many rewards, we always need to practice it until it becomes natural.

Aug 03, 2012 05:10 PM #24
Rainmaker
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Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

It was fun watching things come full circle, Mona.  Have a great weekend.

Aug 03, 2012 07:58 PM #25
Rainmaker
1,686,661
Debbie Gartner
Floor Coverings International - Westchester NY & Stamford CT - White Plains, NY
The Flooring Girl - Westchester hardwood flooring

Mike - this is so smart...people like you and talk to you and you get to know them and they WANT to do business with you.  I love it.

Aug 05, 2012 12:48 PM #26
Rainmaker
966,510
Donna Foerster
Cherry Creek Properties, LLC - Parker, CO
Metro Denver Real Estate Agent

Mike~ This is a challenging thing to do when we are out and about in our daily lives.  We look for times when we can turn off the RE switch, but unfortunately in our profession, that could be professional suicide.

Aug 05, 2012 02:45 PM #27
Rainer
20,536
Uber Concierge
UberConcierge - Vancouver, BC

Hi Mike, 

Great adivce! ..and I agree on how @Debbie Gartner phrase it "people like you and talk to you and you get to know them and they WANT to do business with you." 

Thanks and have a good day!

Aug 05, 2012 04:41 PM #28
Rainmaker
683,991
Richard & Beth Witt
RE/MAX Wittney Estates 516-795-6900 www.longislandrealestatesearch.com - Massapequa, NY
Broker/Owner RE/MAX Wittney Estates Long Island NY

Very well put Mike "Business Present" and thanks to Pat I got to enjoy it... Happy Evening

Aug 05, 2012 05:51 PM #29
Rainmaker
810,806
Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

It really is that simple, Debbie.  

It can be really easy too, Donna.  I had a couple visit over the weekend, and real estate came up because they wanted to know things.  No problem.  That's what I do.  8-)

There you do, UC.  It's easy/

Pat's a doll, Beth.  I appreciate her sharing my stuff.  

Aug 05, 2012 06:11 PM #30
Ambassador
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Patricia Kennedy
Evers & Company Real Estate, Inc. - Washington, DC
For Your Home in the Capital

Hey, Mike!  I included this post in Last Week's Favorites.  Have a great week!

Aug 05, 2012 08:28 PM #31
Rainmaker
355,744
Karen Feltman
Cedar Rapids/Iowa City, IA Skogman Realty - Cedar Rapids, IA
Relocation Specialist
Being present for those opportunities certainly have profited for you. It is great when you can create a profitable business relationship out of an accidental meeting or acquaintance. It is a chance you take every day. We are all given opportunities to share the things for which we are passionate. And ultimately, those hobbies and activities can tie us into opportunities for future business. People are naturally drawn to others with similar interests and may someday need yiur services. Being fluid and transparent allows them to get to know you as a person that they can trust and one that they will refer too! Great post, thank you for sharing!
Aug 05, 2012 10:08 PM #32
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1,266,832
Tammie White
Benchmark Realty, LLC (615) 495-0752 or www.TWRealtyGroup.net - Franklin, TN
Franklin TN, South of Nashville

Mike, that is the way to keep the business coming in. NIce job. This is a good reminder to us all.

Aug 05, 2012 11:11 PM #33
Rainmaker
574,487
Hella Mitschke Rothwell
(808) 226-1095 or (831) 626-4000
Hawaii & California Real Estate Broker

Mike: It's so important to keep that one-on-one going, not just rely on Internet marketing. Great blog how you keep business present at all times.

Aug 06, 2012 12:18 AM #34
Rainmaker
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Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

Thanks, Pat.  It's an honor.

Well said, Karen.  It can be quite simple.

Absolutely, Tammie.  Have a great week.

You are so right, Hella.  We've got to cover all the bases.

Aug 06, 2012 06:52 AM #35
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Mike Cooper

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