Promoting, Browsing and “Social Prospecting” with San Diego’s Greg Kuchan

By Grace Cassidy

For any actual property agent, a robust networking sport is crucial to constructing and sustaining a clientele. Whether or not it’s by no means lacking a hot-ticket occasion, a one-on-one meetup for espresso or a fast catch-up over textual content, networking can take any variety of kinds.

For Greg Kuchan, it typically includes a wetsuit.

A proponent of what he calls “social prospecting,” the San Diego-based agent for Douglas Elliman approaches networking as a chance to satisfy and spend high quality time with individuals who share his pursuits.

“I’ve constructed my complete enterprise round connecting with individuals who have curated their life across the actions they take pleasure in,” Kuchan mentioned. “Coastal San Diego attracts individuals who don’t reside their life round work—they’re making an attempt to maximise their life-style. I moved right here to construct a life round browsing, crusing, tenting and exploring new alternatives. So, I constantly present as much as these actions and construct relationships with like-minded folks. Ultimately, the dialog of labor and actual property will come up.”

Not all of these folks change into purchasers, in fact. However for those who do, Kuchan finds that the shared expertise could make a agency basis for a long-lasting relationship.

“I’m the primary to confess that I’m not an excellent ‘gross sales’ particular person,” he continued. “However I’m an ideal guide. I wish to get to know folks first, then sit down with my purchasers to supply a customized residence promoting, shopping for or investing expertise to maximise their targets.”

Kuchan says that almost all, if not all, of his purchasers have grown from relationships with folks he has met by communal actions or referrals from these purchasers. He additionally organizes networking occasions amongst his Douglas Elliman colleagues.

“I host cocktail events at my home, fundraisers for charities I consider in or renting a complete movie show to look at a film with mates and previous purchasers,” mentioned Kuchan, who helps a variety of philanthropic organizations, together with education-oriented packages Monarch School and Boys to Men Mentoring; browsing remedy packages A Walk on Water and Surfers Healing; and the ocean safety initiative Surfrider Foundation.

Requested to explain the present state of the San Diego actual property market—the place the median gross sales value has fallen 12.85 p.c since Might 2022—Kuchan factors to indicators {that a} resurgence is starting.

“Nicely-priced properties in fascinating neighborhoods are beginning to obtain a number of provides,” he mentioned. “We’ll see costs begin to improve because the yr progresses and client confidence will increase. The consumers who’ve been sitting on the sidelines are seeing alternatives to get into properties that weren’t achievable final yr. Lots of my purchasers are on the lookout for rental properties to buy, as rents haven’t eased up as a lot as costs have.”

Though he believes that “we have now seen the market correction that buyers have been asking for,” Kuchan acknowledges that is “an unpopular opinion” and encourages potential homebuyers to “discuss to knowledgeable and see if now is an effective time so that you can act.”

In such instances of adversity and uncertainty, Kuchan mentioned, brokers should be resilient and adaptable. “The profitable brokers have modified with the instances, improved their course of and programs and are reaping the advantages,” he added. “As an business, we noticed many optimistic modifications because the begin of the pandemic. Contracts are actually simpler to learn and have elevated safety for customers. Digital conferences have change into the norm, so communication is extra accessible.”

And it’s instances like these that make connecting with others extra vital than ever—not only for actual property brokers, however for humanity!

“All of us need to really feel part of a tribe,” he mentioned. “I need to maintain house for as a lot of these alternatives as attainable.”