Tip:  Randy Newhard, CLT, recommends that companies looking for a successful marketing and sales strategy should participate in real estate associations and other related groups.

“A most successful marketing/sales strategy for our company is to participate in real estate associations and other related groups,” recommends Randy Newhard, CLT, president and owner of New Way Landscape & Tree Services in San Diego, California. “By participating, I mean that we get on committees; volunteer; follow through on our commitments; show up at luncheons, special events, and social functions; and support the associations financially,” he notes.

“Once active in an organization, we will work our way up through the organization to become a committee chair and possibly a member of the Board of Directors,” Newhard continues. “Being at the committee chair level may afford us the opportunity to be present at luncheons where property managers and other decision makers will be in attendance. This is a great way to network and to show members that you care about their organization and are lending a helping hand.”

Does this type of marketing work? Newhard believes that it does. “It has allowed our firm to gain a market share that adds up to over $2 million of maintenance a year!!!!”

The following are some examples of groups you may want to consider joining and PARTICIPATING in:

·         IREM — Institute of Real Estate Management

·         BOMA — Building Owners and Managers Association

·         CAI — Community Associations Institute

·         IFMA — International Facility Managers Association

·         BIA — Building Industry Association (home builders)

·         CREW — Commercial Real Estate for Women

·         ICSC — International Council of Shopping Centers

By Randy Newhard

New Way Landscape & Tree Services

San Diego, California

rnewhard@newwaypro.com