All agents know that referrals are the best leads you can possibly get. Folks that are referred to you are not only ready to buy or sell a home, but they already are warm to your services and style. The question is, how do you get more referrals sent to you? Here are four simple tips.
Ask Current Clients
Many of us don’t think to ask for referrals until we’ve finished the deal. But why wait until a client has moved on in their lives and loses touch with us? Instead, ask during the process if they have any friends or family that need a Realtor®. The rapport you’ve built will be very fresh in their minds if they’re still working with you on a regular basis, and they will already be discussing their real estate search with everyone they know. Why not ask them to put in a good word for their amazing Realtor® as they share the process with their friends and family?
Follow Up With Past Clients
Past clients are, of course, a rich source of referrals. Keep in mind, however, that you may need to invite them to refer others to you multiple times before they follow through. This is often because real estate is no longer on the top of their mind, and they have other things to think about now that the deal is over. One way to get an immediate recommendation from them, even if they don’t send a direct referral, is to have them write an online review for you. You can use it on your website in addition to having them post directly on the review site.
Do you ever feel frustrated because you left a networking even without meeting anyone who needed a Realtor® right now? I know I have. However, remember that all of those networking contacts probably have someone they know who needs a Realtor®, either now or in the near future. Don’t end a conversation if someone doesn’t want to buy or sell a home – instead, ask about who they know that’s involved in moving into or out of your farm neighborhoods. Don’t just get a name – have them pass you along as a recommendation to their friend or family member.
Business and Social Connections
Being approachable and friendly can go a long way toward not only getting leads, but getting referrals as well. Always have your business cards on you, and keep your horizons wide. Just because someone isn’t a perfect fit for you doesn’t mean they don’t know someone who is! We literally meet enough people in a single day to reach out to tens of thousands indirectly. When you strike up conversations, get to know people and find out what they enjoy. Once you’ve built a great rapport, you can ask them to refer to you someone they know and give them your business card to pass along.
Once someone sends you a referral, be sure to treat that person like gold. Even if they don’t work with you in the end, the great experience will certainly get back to the person who referred them! Also, be sure to thank the referral source, even if the prospect doesn’t sign a contract with you. It’s important to show appreciation, even if it doesn’t work out – next time, maybe it will!!
Where do you look for referrals besides past customers? Share in the comments!