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Intermediaries Greg Watson

Targeted vs General Marketing General Small percentage success Targeting Higher success rate

The web people you know

The web people you don t know

Examples of intermediaries A mortgage broker Couple looking to buy a property A builder signed up recently Mentioned me during renovations The HR person at the hospital Helps staff needing homes rented

Decide who to talk to People know around 100 people Some people have wider spheres of influence

Think about who you know Make a list Mobile phone Business dealings Clubs and organisations

Make a plan Arrange a visit or two per week Put it in your diary Devise a script if necessary

What to talk about Have fun Talk about them their business Offer to help or get referrals for them if business related The conversation will turn to you and your work eventually

How to arrange it Treat it as a marketing strategy Allocate a budget Make a plan Monitor cost verse return Visiting Lunches morning teas organisations

Cost vs Return Takes time to know if it is working Keep at it Don t do it a few times then stop

Referrals Act quickly Report back to referrer Thank them with a gift Do a great job Try to reciprocate