We started teaching growing a B2B Program or Business to Business group back in 2003. We’ve been practicing it since the mid 90’s.
The real estate industry is polarizing. There is a group of agents and brokers who are driving down cost by shifting to a facilitator role. The other side, are the professionals who are raising the bar. The elite agents are taking their service into the realms seen in wealth management.
There are many layers to the program to get the returns we have come to expect. The Business to Business group (B2B) is an important element to our core strategies. It can be implemented on the agent, team or brokerage level.
B2B Program Campaign
Being successful in business isn’t about having all the answers yourself. Rather, it’s about knowing where you can access expertise. We all have a relational capacity. This capacity forces us to rely on others for referrals. Your professional network should offer you a 4 referrals per person ratio. The B2B program is a key to developing constant in-bound referrals each year.
The basic truth of all business is people do business with people they know, like and trust. This program works two ways. The more people who know you or about you, the more business will come your way.
Creating a professional network is not as time-consuming as you might think. It will take conscious effort. If you dedicate an hour a week to building these relationships, you will see huge dividends.
Your B2B are those whom you have a professional relationship. It could be as either as a colleague, vendor, or client. Relationships are reciprocal. Those in your B2B group should receives as much value from the relationship as you expect to get.
Your B2B group can fill several functions in building your business. It can help you develop a strong professional network. Tap into expertise and knowledge. Help you resolve problems, or at least point toward someone who might help you. As well as provide referrals to one another.
Where you take it is endless with the potential of exponential growth. Our experience uses a 4 to 1 benchmark for referrals annually with this group. For every person you have in this group, you should be receiving four referrals a year.
B2B Program Strategies
Make a list of those businesses that are professional services that serve the same client pool as you do. Focus on those who work with people with discretionary income. Start with those you have referred people to. Next, go to those you do business with. Follow those with those you’d like to do business with.
You want to target businesses where you can talk with the owner. Avoid franchises and establishments that have mediocre product or service.
Remember people you refer are a reflection of you and your business. Make sure they reflect well and understand the referral and edification process.
B2B Program Dialog –
“I appreciate the VIP level of service you have provided me and the clients that I have referred to you.
A a business person, you come across people with real estate needs from time to time. I want to let you know that I will make it a priority to give them the same level of VIP service.Please make sure they let me know you sent them so that I may promote you in the process.”
B2B Program Tactics
- Decide to add one person a month to your B2B group.
- Use the following list to trigger your memory as to those you already know.
- Start networking to fill in the other slots.
- Find ways to drive value to each of these people on an ongoing basis.
- Stay in touch monthly with each person.
B2B Program List to Get You Started:
Business and Work
- New Business Specialist:
- Career Consultant/Planner:
- Graphic Artist:
- Printer/Copy Place:
- Turnaround Business Expert:
- Corporate Trainer:
- Professional Networker:
- Internet Marketing Expert:
- Web Presence Provider:
- Personal Marketer:
- Business Coach:
- Mortgage Rep:
- Closing Services:
- Home Inspector:
- Marketing Coach:
- Professional Writer :
- Computer Consultant:
- Software Consultant:
- Headhunter:
Money and Legal
- Small Business Attorney:
- Real Estate Attorney:
- Tax Attorney:
- International Attorney:
- Estate Attorney:
- Copyright/Trademark Attorney:
- Criminal Attorney:
- Financial Planner:
- Banker:
- Commercial Realtor:
- Venture Capitalist:
- Stockbroker:
- CPA:
- Insurance—Life/Health/Disability:
- Insurance—Liability:
- Insurance—Home/Auto:
- Bookkeeper/Bill Paying Service:
- Grant Writer:
- Property Manager:
- Money Manager:
Personal and Health
- M.D.—Internist:
- M.D.—Ophthalmologist:
- M.D.—Cosmetic Surgeon:
- M.D.—Dermatologist:
- M.D.—Sports:
- M.D.—Psychiatrist:
- Nutritionist:
- N.D. (Naturopath):
- Massage Therapist:
- Chiropractor:
- Pharmacist:
- Fitness Trainer:
- Acupuncturist:
- Diagnostician:
- Therapist—Depression:
- Therapist—Attention Deficit Disorder Expert:
- Therapist—Relationships:
- Fertility Expert:
- Dentist/Cosmetic Dentist:
- Speech Therapist:
Personal Services
- Housekeeping/Cleaning:
- Travel Agent:
- Event Planner:
- Florist:
- Professional Gift Service:
- Portrait Photographer:
- Caterer:
- Seamstress/Tailor:
- Childcare/Babysitter:
- Decorator:
- Auto Mechanic/Car Care:
- Electrician:
- Air Conditioning/Heating Repair:
- Plumber:
- Professional Organizers:
- Personal Concierge/Errand Service:
- Dog Walker/Pet Sitter:
- Good Book Maven:
- Interior Designer:
- Handyman/woman:
Self-Care
- Skin Care Specialist/Spa:
- Personal Assistant (Virtual):
- Healthy Food Delivery:
- Spiritual Advisor:
- Jeweler:
- Image/Color Consultant:
- Communication Coach:
- Minister:
- Party Planner:
- Favorite Restaurant Owner:
- Personal Assistant (Real):
- Trainer:
- Personal Coach:
- Manicurist/Pedicurist:
- Personal Makeover Coach:
- Feng Shui Consultant:
- Visual Artist Consultant:
- Councilor:
