Here’s what real estate agents need to know about landing more referrals.
Today, I’d like to discuss the topic of asking clients for referrals. This is something we often hear from brand new agents, but even experienced ones who haven’t fully tapped into their network of contacts in their CRM or phone. These contacts can include parents of their children’s schoolmates, people from their religious affiliations, or members of their sporting groups.
Specifically, we want to focus on asking your clients for referrals. Your past clients can be a valuable source of referrals since you’ve helped them with one of the most significant decisions in their lives—buying or selling a home or investment property. They may be willing to provide you with a referral and recommend you to others.
“To encourage referrals, consider offering gifts.”
People generally enjoy doing favors for those they care about, especially when they can see that you genuinely care about them. Staying in touch with your clients is vital in building that connection. If you have shown them your care and concern, they are more likely to reciprocate when you ask for something.
One of the most important things you can ask them is, “Who do you know that I might be able to help?” When you attend a neighborhood barbecue or a holiday party, you’ll notice that people often ask about the real estate market and whether it’s a good time to buy or sell. Getting introduced to their friends and family can be incredibly beneficial for your business.
To encourage referrals, you can offer incentives such as a bonus, gift card, coffee card, or a donation to their favorite charity or community cause. These gestures demonstrate your involvement in the community and your willingness to give back. However, it’s crucial to add value to their lives first. Ensure you ask for testimonials and reviews when you’ve provided them with excellent service. Later on, you can remind them and express gratitude for their feedback while asking if there’s anyone else they know who might benefit from your services.
Staying in touch with your sphere of influence is essential. Aim to contact them at least once a quarter or four times a year. You can reach out to them through various channels, such as phone calls, emails, text messages, video calls, or social media platforms like Facebook. It’s also beneficial to update your CRM with relevant information about their lives, such as children graduating from college, the addition of new pets, or milestone celebrations like a 20th wedding anniversary. These details will serve as points of reference when you reach out to them.
As always, don’t hesitate to call or email me. I would love to chat with you about your business.
