All successful sales people have one thing in common: When they are around other people, they are networking. What do I mean by this?

Every encounter with another person is an opportunity to sell or make a connection for a future referral. Your doctor, a mortgage broker, the guy at the dry cleaners are all potential clients. To make the best use of these often short encounters, you need to be ready.

In my “old” life in corporate America, we called it the “elevator speech,” because it had to be short and succinct enough to be delivered during an elevator ride.

An elevator speech is a one-minute commercial about YOU. The purpose is to make the other person interested in doing business with you or your company. As in any sales ad, don’t talk about your “features,” talk about the “benefits” of working with you.

A good elevator speech, like any presentation, takes practice. First, write it down. Read it to yourself in the mirror. Run it by your family and trusted colleagues. Then memorize it.

When you encounter a potential client, introduce yourself, hand them a business card and begin your commercial! You’ll double your clients in no time.

“Here’s a different customer referral area – LAWYERS.

“Contact your local family lawyers who handle divorce, estates or trusts. Many times there is property involved that either needs to be disposed of because of a divorce situation or an estate inheritance distribution. A trusted REALTOR^® recommended by the lawyer can be one less headache/heartache for the families involved.

“The lawyer’s office is also a good source for referrals not only from their own cases, but in general discussions lawyers have with people. Check it out. Contact a couple of family practice lawyers in your area and talk with them about referrals to help his/her practice.”