Sourced from Elliman Insider by Grace Cassidy
Grace Cassidy’s recent agent spotlight piece notes that networking plays a vital role in the success of any real estate agent. Building and maintaining a clientele requires strong networking skills which can take various forms such as attending popular events, coffee meetups, or simply catching up over text.
For Greg Kuchan, a San Diego-based real estate agent affiliated with Douglas Elliman, networking involves something unique: wearing a wetsuit. Kuchan practices what he calls "social prospecting" — using networking opportunities to connect with people who share his interests. Living in coastal San Diego, Kuchan encounters individuals who prioritize their lifestyle rather than work and builds relationships with these individuals. He actively participates in activities like surfing, sailing, and camping to explore new opportunities to connect with like-minded people. Over time, the topic of work and real estate naturally arises, laying the groundwork for potential clients.
While not everyone he meets becomes a client, Kuchan finds that shared experiences create a solid foundation for lasting relationships. He considers himself a consultant rather than a salesperson, prioritizing getting to know people first before providing tailored real estate experiences to help clients achieve their goals.
Kuchan claims that most, if not all of his clients, have come from relationships he cultivated through communal activities or referrals from satisfied clients. He often takes the initiative to organize networking events for his colleagues; from hosting cocktail parties and fundraisers for charitable organizations to renting an entire movie theater for friends and past clients. Kuchan also supports philanthropic initiatives which align with his values such as Monarch School, Boys to Men Mentoring, A Walk on Water, Surfers Healing, and Surfrider Foundation.
When asked about the current state of the San Diego real estate market, which has seen a 12.85 percent decrease in median sales prices since May 2022, Kuchan remains optimistic, pointing to signs of a potential resurgence. He observes that well-priced properties in desirable neighborhoods are starting to attract multiple offers, and predicts that as the year progresses and consumer confidence increases, prices will begin to rise. Many of his clients are seeking rental properties to purchase, as rental prices have not eased up as much as property prices.
While Kuchan acknowledges that his belief in a market correction might be unpopular, he encourages prospective homebuyers to consult professionals to determine whether it is a good time for them to enter the market.
In times of adversity and uncertainty, Kuchan emphasizes the importance of resilience and adaptability for agents. He believes that successful agents have adjusted to the changing times, improved their processes and systems, and are now reaping the benefits. The real estate industry has undergone positive changes since the start of the pandemic, such as more consumer protection in contracts and the normalization of digital meetings, making communication more accessible.
According to Kuchan, connecting with others is more crucial than ever, not only for real estate agents but for humanity as a whole. He emphasizes the need to foster a sense of belonging and aims to create as many opportunities as possible to bring people together.
