KNOW THIS….. Your BEST SOURCE OF BUSINESS in the long term is going to be REFERRALS from family, friends, acquaintances, business associates, and happy clients. But you have to ask them for it.
“If you don’t ask, you’ll never be kissed”.
Too many Realtors just assume that everyone wants to kiss them or they’re afraid to ask!
All of the people in your sphere of influence that know and love you will refer business to you but they won’t all do it automatically. You have to ask them for their help and you must keep reminding them that you need their referrals. All of us have lost out on a listing (or a bunch of them) at some point in our career because we didn’t ask for the business. And the truth is, most people want to help you. You just have to make yourself top of mind.
Put all of the people that I mentioned above into a database. Contact them consistently. Send email, snail mail (don’t rely wholly on these methods! Personal contact works best.). Send everybody your newsletter. Let them know about your new listings or any of your successes. They’re interested. Phone them. Drop by and see them in person. Find out if there’s anything you can help them with and ask them to refer you to anyone they know who may be interested in buying or selling real estate.
Let’s talk about client referrals specifically. When is the best time to ask a client for referral business? When they are happiest. When is that? Usually as soon as you’ve put the deal together for them. Hand them a stack of business cards. Tell them that your business depends on word of mouth and you’d really appreciate their help. Show up with a gift on closing day and ask your clients again if anyone they know could benefit from your great service. And then keep in touch...forever.
At Bowes & Cocks we’ve got all kinds of great ideas for keeping in touch with your sphere of influence and getting those referrals. It's all part of our agent coaching. Find out how we can help you achieve the success that you dream of. Call us now!
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