1:40 Minute Read.
The moment you catch a maven, your business will change forever. Sure, it’s important to keep in touch with former clients and your sphere of influence. However, the real goal of all that communication is to ferret out friendly mavens.
By definition a maven is a skilled expert, a connoisseur, an accumulator of knowledge, someone who knows their stuff and can speak confidently about any topic that interests them. Literally, the word means “he knows”. A maven gathers knowledge. But more importantly, they love sharing their knowledge and experiences with others.
“We've all found pennies in the street.
Finding a maven is like finding a winning lottery ticket”
Ask the average guy what’s the best pizza, and he’ll tell his favorite. Ask a maven and he’ll likely probe for more clarification. Thick or thin crust? Old world or Avant-garde gourmet? Then, he’ll share where to get it. “If you’re ever in New York City, you should try so & so’s pizza. Take the E train to Greenwich Village, walk to Houston St…they have the best…” You know the type. We all wonder how in the world they seem to know something about EVERYTHING!
We all know mavens. Some are lovable and fascinating to talk with. Others can be well, know-it-alls. Either way, mavens will help build your real estate business if you let them. Imagine your favorite maven at a dinner party. Someone mentions they are thinking of buying a new home. A maven cannot resist being in-the-know and dropping your name as "the only Realtor you should talk to! I'll text their contact info to you right now.” ka-ching!
Over the years, I’ve heard the same names come up when someone calls and says who referred them to me. These are my mavens. I love them and they love me. And here is my advice on how to handle them:
Find your maven. Meet new people. Ask lots of questions. If you’re at a listing appointment, ask about favorite places nearby and what’s so good about them. Mavens make themselves obvious. Move heaven and earth to get their listing. They’re worth it.
Earn their respect. Show them the absolute best side of your service. Let them see your professionalism, expert communication skills and sincere care for them and their transaction.
Continue your relationship. After the transaction is complete, keep in regular contact with them. Let them know they are still valued and appreciated.
Ask for help. Referrals are the life-blood of our business. Ask them if they know anyone needing your service. Promise to offer extra special care to their referrals. Know this, every referral is a test to see how well you’ll handle it.
Feed your maven. Mavens don’t need much. You don’t need to send them gifts. Their fulfillment comes by knowing his or her insight and experience was beneficial to someone else. Send a thank you card. The acknowledgement that they were the source of your referral and a simple thanks is enough.
Next Step: Review your sphere of influence and client lists. Identify potential mavens. Take them out for coffee or evening drinks.
Our business is growing. Come and see who’s joined us…