When you get the opportunity to sit down for a face-to-face appointment with a potential Realtor partner, it’s important that you have a set of clear-cut goals in order to increase the likelihood of the following three outcomes:

1. A real connection. Identifying shared interests or a similar business vision.
2. Opportunity for a next meeting to further the relationship.
3. An introduction to another Realtor peer.

What do you need to ask, share, listen for or display so that the time you spend sipping lattes or cocktails with a potential referral partner adds up in value, not just calories?

Here are three examples of goals you may want to make part of your own, New Realtor Meeting Strategy:

1. Gain an understanding of how they conduct their business

Ask questions about…

1. Their best marketing strategies.
2. How they prefer to be referred.
3. Their methods for “wowing” their customers.
4. What matters most to them about their referral partnerships.

Most importantly, focus on listening. You should talk 20% of the time and they should talk 80% of the time. Be encouraging and upbeat. Do NOT nod your head in agreement to their woes. Share your joys, not your fears.

2. Ask for permission to follow up with them

If you enjoyed their company and ONLY if you enjoyed their company, do you ask if they may find it valuable to remain connected. Ask if they would be open to receiving ideas, best practices and other tips and resources that may help them to grow their business.

3. Never leave the meeting without asking, “Who of your peers may be an “orphan” right now in need of interviewing other Lenders?” Or, “Who of your peers do you feel would be a great match for me based on my personality or business vision?”

Need more ideas to keep your Realtor meetings on-track, interesting and purposeful?

Click to download my “Ice-Breaker Questions.”

And remember, winging it is never a strategy.