We had Scott Westlake back to the show to talk about networking and the direction he has taken his business.

Check Out Scott’s Last Interview:

123: How Scott Westlake Was Too Innovative To Work At The Bank

Timestamped Show Notes

(click the timestamp to jump directly to that point in the episode.)

• • [spp-timestamp time=”[spp-timestamp time="1:30"]″] What were you doing before and what are you doing now?
    • We were trying to build a team that did a 1,000,000,000 in volume. Over the last couple of years, we hit 700 – 800 Million.
    • I went back to the drawing board and started to work more on the BDM part of the business.
    • We have the same goal but to do it with as small of a team as possible.
  • [spp-timestamp time=”[spp-timestamp time="2:55"]″] What do you do on a daily basis?
    • I do BDM from 9 am to 11 pm every day.
  • [spp-timestamp time=”[spp-timestamp time="3:40"]″] Give me an example of what you’re doing for business development?
    • I work with large high-level real estate firms with on-going projects.
  • [spp-timestamp time=”[spp-timestamp time="8:50"]″] What is your company structure like now?
    • We have 3 agents.
    • Outsourcing documenting services with Docassist.
    • In-house we have 1 underwriter and a fulfilment officer.
  • [spp-timestamp time=”[spp-timestamp time="11:50"]″] How has this year been going for you?
    • Building referral sources and building brands make me the happiest.
    • Volume wise it’s hard to monitor because I am sending business all over the place.
  • [spp-timestamp time=”[spp-timestamp time="14:30"]″] How do you network?
    • You have to want to do it.
    • I try to get involved with the community.
  • [spp-timestamp time=”[spp-timestamp time="16:48"]″] What’s your process like when you’re reaching out to a new contract?
    • I start off trying to find out what I can help them with.
    • Just like people monitoring their client I monitor my referral partners.
  • [spp-timestamp time=”[spp-timestamp time="23:40"]″] How do you put on a good event?
    • Last year I hired an event planner.
    • We also pride ourselves on knowing our clients. This helps a lot when it comes making a great customer experience.
    • Every quarter we do an event with a luxury Realtor.
  • [spp-timestamp time=”[spp-timestamp time="28:10"]″] What’s your gifting program like?
    • We try to send someone out to personally deliver the gift if it’s local.
    • At the very minimum, we will send a card.
  • [spp-timestamp time=”[spp-timestamp time="34:00"]″] Track everything you do. Try new things, if you don’t you won’t be able to build a database.
    • Getting a mentor will help build your business.

                          References

• • • • Host

        • • • • Scott Peckford
                

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