Are you maximizing your referrals?


No matter how much marketing you do, no matter how much of an on-line presence you have, nothing is more powerful than having a past client, friend, relative, or business partner refer you business. This is a warm lead that has already been told how great you are, that you can contact and hopefully get their business. This remains the best way to get business, however, many do not know how to maximize their referrals.
The best strategy is very simplistic;

1) Ask for the Business!
Although this seems to easy, many forget to ask for the business. You do not want to wait until the closing to ask for the referrals. Ask after your first visit. Because they are shopping for a home, they will bump into others shopping for homes, so they will have more contact with possible clients.

2) Remind your clients that your business runs on referrals.
Many of your clients just do not understand the reat estate business, how it works, and how you make your money. It is always a good idea to remind people that your business runs on referrals, and if they are happy with the work that you did for them the highest compliment is referral business from friends, family, and acquaintances.

3) Tell people how to give you referrals.
Many clients want to help you, but do not know how to help you. This is where you must give them the best way to hand you referrals. You may even want to give them a short script.
Here is an example of a script you may give a past client may use when speaking with a prospective referral:
"I know you are about to look to purchase a home. We recently had a wonderful experience, thanks to Joe Realtor. He did an excellent job, found us a great home, and helped us negotiate an excellent deal. If you like, I will have him give you a call". Obviously you must have a super loyal client/advocate to give them a script, but it is intended as a guide to help them structure their own style of referring you business.

Again, referrals are the best lead and source of business out there. It is a warm lead, where your referral source has already talked you up, all you have to do is close the sale. Do not be shy in asking for referrals, telling some one how to give you a referral, and reminding people that your businesses success depends on referrals.
Joe Harris
Brevard county mortgage expert