Seminar Changes Realtor’s Business, Professional Life
He has become a huge believer in the Buffini Mastermind approach, and a recent conference in garden spot San Diego, CA, did nothing make him think otherwise.
Organized by Irish-born real estate guru Brian Buffini, Grace learned that the best way to market is by referrals. Buffini lays out a plan to get satisfied current and former clients to more or less act as ambassadors. He argues that in an era information overload and hype, the most credible way to connect with prospective clients is to serve your current clients well, then when the time comes, ask for word-of-mouth referrals.
“Clients want to know that their friends and family members are well cared for,” Grace reasons. “If I do a really good job, clients will pass the word around.”
Grace has changed his marketing style.
“I don’t make cold calls, or rely upon signage anymore,” he said. “That frees me up to do a better job with the clients I have. And that, in turn, helps build future business. One thing feeds another.”
The conference was also about personal development.
Besides headliners Buffini and his wife, Beverly, who is a former USA Olympic volleyball player, other notable speakers included former Gold Medal ice skating star (and cancer survivor) Scott Hamilton, and former Detroit Free Press sports journalist, Mitch Albom.
The common thread running between the professional and personal development sides of the conference is a sense of optimism.
To make his point, Grace mentions the apocryphal “Acres of Diamonds” story in which a man sells his property in order to go search elsewhere for diamonds. The new owner of the land discovered diamonds while the original owner languished.
“The point is to work hard and smart, and realize your potential with what you have now,” Grace says. “That’s a message I’ll keep coming back for.”
About Century 21 Northland
Century 21 Northland, the regions fastest growing real estate brokerage, serves customers from offices in Traverse City, Suttons Bay, Frankfort, Glen Arbor, Empire, Northport, Beulah, Elk Rapids, Old Mission Peninsula, Roscommon, Houghton Lake and Grayling. The company is locally owned by Brad Platt, Jason Kudary, and Julia Lilley and is supported by 78 licensed realtors. Century 21 Northland is part of the global Century 21 network, which includes more than 6,600 offices worldwide. More information can be found atwww.c21northland.com or by calling (231) 929-7900.