Starbucks isn’t only the place to pick up your daily triple nonfat latte with a drizzle of caramel and extra foam on the side — it’s also a great place to find leads.
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In Lab Coat Agents, James Michaelin recounts how he got two leads in one morning at Starbucks thanks to good listening and quick action.
“I overheard a business meeting that someone was starting a business and they brought up needing to find a Realtor for a location,” he wrote. “Well, [the] keyword Realtor was said so of course I introduced myself, gave my card to both of them and they [wanted] to get together soon.”
Twenty minutes later, James got another lead from a man who overheard his conversation with the two businessmen.
As it turns out, Michaelin isn’t the only agent who uses Starbucks as a lead-generating tool. There’s been a lot of chatter online over the past two months about the power of Starbucks and other places like it, such as Panera Bread or even Dunkin’ Donuts.
Here’s some of the advice agents gave on how to make Starbucks work for you:
1. Mark it on your weekly schedule
Raj Qsar goes to Starbucks three times a week to do local real estate research and work on handwritten thank-you notes. Because of his consistency, customers expect Qsar to be there and look forward to asking him questions.
[Tweet “Consistency is key. Make it a point to work outside the office a few times a week.”]
2. Make your presence known
Agents aren’t the only people who use Starbucks as a second office. Most of the people are there are to get work done and rarely look up from their phone, tablet or laptop.
So how do you let people know a Realtor is in the room? JT Takacs suggests telling the cashier to write “Realtor (insert name)” on your cup, so when the barista calls your name, everyone will know your profession. Also, it never hurts to wear a name tag or Realtor badge.
[Tweet “Have the cashier write down Realtor (insert your name) on the cup.”]
3. Discreetly advertise yourself with branded accessories
Order a customized laptop cover that has your name, logo, website URL and a great call-to-action. Amanda Miller Hudson says: “I have the Realtor ‘R’ logo in sticker form over the apple on my MacBook Pro. It works! I picked up a seller lead last November at Panera.”
[Tweet “Discreetly advertise yourself w/ a custom laptop cover with your logo, name and website info.”]
4. Focus on making personal connections before generating leads
What agents love about Starbucks is the chance to get from behind the tech wall and make real-time, face-to-face connections. Don’t stop in with the expectation that you’ll walk out with a handful of deals each day, because as many will attest, there will be days and weeks when you won’t.
But you will build the relationships and familiarity crucial to establishing your brand and long-term success.
[Tweet “Focus on making personal connections first.”]
5. Offer on-the-spot advice
When Zillow evangelist Jay Thompson goes to Starbucks, he brings a sign that says: “Have a real estate question? Fire away!” And he buys a cup of coffee for those who are brave enough to take the offer.
[Tweet “Offer on-the-spot advice, and buy a cup of joe for those who take you up on your offer.”]
6. Bring marketing materials
This seems like a given, but some may feel apprehensive about bringing their regular marketing materials with them into Starbucks. David Fresquez suggests having a set of “ready-made buyer or seller folders that includes information about you, your latest accomplishments along with some social proof.”
Keep these folders in your briefcase, backpack or bag and give them to your potential lead once your conversation is done.
[Tweet “Bring marketing materials! Create a small folder of information you can easily give to a lead.”]
7. Small sacrifices can hook a big fish
At Luxury Connect in October, Josh Altman shared a story about how he was able to snare a sale at Starbucks. He frequents one Los Angeles store in particular and had purchased his coffee when he saw a well-known celebrity join the line.
So Altman threw out his just-procured drink and stepped in line behind the celeb, struck up a conversation and discovered he was looking for a home. He offered the star $1,000 to come with him to a place he thought would fit the bill — certain it was perfect. And it was. Being willing to throw out the coffee and offer money to show sincerity generated a happy ending to the story, a $12 million sale.
Do you have any extra advice for getting leads at Starbucks? What are some other places you like to hang out? Share them in the comments below.
