In January of 2017, less than two years after committing to real estate full time, Adrian launched Inhabit Real Estate, a boutique brokerage firm based in Durham, NC.
Adrian supercharged his business and took his career to the next level by investing in his core asset: his relationships. Working with First, Adrian quickly found a sustainable path to winning more and more listings from his network.
When Adrian committed to real estate full time he knew he was bringing with him a large network of people who knew, respected, and (most importantly) liked him.
But it took him time to figure out how to leverage his network into a powerful tool for business growth. Where should he start? He didn't have time to call everyone in his network individually, but he didn't want to rely on a 'spray and pray' approach either.
Eventually Adrian began winning business from his network, but most of his early business came from buyers. While grateful for the opportunity to get started, Adrian knew he needed to win more listings to achieve the business and lifestyle he wanted.
So, Adrian started looking for tools and strategies focused on driving more listings. Turns out, there aren’t many. He connected with First shortly after the company was started and signed up to find out who in his network was most likely to list .
But just a few weeks after starting with First, a more senior agent recommended that instead of focusing on 1:1 personal outreach, he should invest in Facebook advertising and stay top of mind with a bigger group of people. Adrian took his advice. He stopped using his First account and started investing in Facebook advertising.
That didn't last long.
After months of investing in Facebook ads, and little to no ROI, Adrian decided to recommit to First.
He knew that winning listings was about establishing trust, and that is something no ad can do. He needed to find a way to build better relationships with the right people in his network.
When Adrian returned to First he came with a simple plan: set up coffee appointments with people in his network who were highly likely to sell.
He partnered with a First Success Manager to build a focused list of likely sellers, people who were 2x-4x more likely to sell than the average homeowner.
6 months after starting with First, and 20 coffee appointments later, Adrian had won 5 listings from people in his network he would have otherwise missed.
When Adrian connects with someone who is likely to sell, he doesn’t try to pitch his services, or even talk about himself at all. He asks how he can help them, how he can be of service. He looks for opportunities to provide value, instead of begging for business.
Adrian was always great at building relationships. However before partnering with First, he had no way of making sure he didn't miss people in his network who were getting ready to sell. You can’t be all things to all people at all times. But with First, you can deliver the right information to the right people at the right time.