In these polarizing times, connection can seem daunting. Owning a successful business takes even more from an entrepreneur than before. The importance of relationships cannot be denied when dealing with increasing your business, especially during a quarantine. This week I interview Brad & Stephanie Alexander, the power couple behind Alexander Home Team.
Brad & Stephanie run a thriving real estate business and rely heavily on relationship-building and social media to remain foremost in their clients’ minds.
In our interview I learned that Brad is a true local, growing up in Hays County. He was a football coach before his career in real estate began, which shines through in many of his personal Facebook Live videos
(link to above: https://fb.watch/3fbDyaF9Bi/)
Stephanie, a dance teacher turned realtor, is from El Paso, TX. Brad jokes that when they got married and both moved back to the area, Stephanie was known as Brad’s wife. Now everyone knows him as Stephanie’s husband. Networking at it’s finest, Stephanie!
As a team they focus on Relational versus Transactional Real Estate customer relationships. Overall, 92% of their revenue can be traced back to personal relationships. While only 8% of their business is based on unknown leads, they are taking steps to grow that side of their business as well. They have devoted their energy and talents to become one of Dave Ramsey’s Endorsed Licensed Providers (ELP). Based on the Dave Ramsey “Stamp of Approval,” potential clients trust that the Alexander Home Team personify excellence. This trust creates VALUE and RESPECT for their brand.
Why is this important? I learned in this interview that while 90% of customers claim they will use the same realtor for their next home sale or purchase, only 13% actually do. That kind of discrepancy means hustle and connection are crucial in their line of business.
One way Alexander Home Team use social media to grow their sphere of influence is by being a resource to their community. The video link above is an example. Brad offers his expertise on the market, school board, taxes and so much more through his Facebook Live presence. He has gained quite a following.
Stephanie has compiled a list of Go-To vendors that she refers out to her online audience and personal network. If you need a plumber/ electrician/ dentist/ etc. in the area, Stephanie has a connection. She is quick to make referrals and help her clients and friends any way she can.
Alexander Home Team believes in sharing their expertise in a “Jab, Jab, Jab, Right Hook” approach, based on Gary Vaynerchuk’s book.
“Jabs are the value you provide your customers with: the content you put out, the good things you do to convey your appreciation. And the right hook is the ask: it’s when you go in for the sale, ask for a subscribe, ask for a donation,” (Vaynerchuk, 2016).
So, what is the big difference between Relational and Transactional selling ? TIME. As business owners it is nice to have both right? Well, yes. But the longevity of the customer relationship relies on building trust and accountability. That does not happen overnight.
As a team (they are growing, YAY!) their authentic, hard-working approach has gained them as many friends as clients.
As 2021 takes off, I asked what their goals were for the year. Their response involves harnessing the power of their social network and local community. They intend to grow their team and “work smarter, not harder in 2021.”
References
Vaynerchuk, G. (2016). Gary Vaynerchuk blog: The one thing I didn’t clarify enough in Jab, Jab, Jab, Right Hook. Retrieved from: https://www.garyvaynerchuk.com/the-one-thing-i-didnt-clarify-enough-in-jab-jab-jab-right-hook/