by Realty Broker Office™ Your Office is Always Ready.
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Referrals
Dos and Don'ts
Getting referrals can improve your business and sales. Knowing what not to do is just as important as knowing what to do.
When researching the industry for our New Style Referrals system, we discovered some new and interesting facts.
Referrals Don'ts 1. Avoid the "Anyone" Trap. When asking for a referral, don't say "Is there anyone else...". This is a closed ended question to which the person is likely to say No -they do not know of "anyone" else.
2. Don't Go the "Want Services" Route. Asking for who "may want good service" may result in the other person trying to think of somebody who has been asking for your style of handling business. And of course they may not know of anyone.
3. Don’t Nickel and Dime It. Asking for the names of too many people is like asking someone for their rolodex or address book. Don’t try to squeeze every last referral in one request.
4. Don’t Send Form Letters. The same way you don’t like receiving them, do not send form letters. Instead, tailor or customize what you have to say.
5. Don’t Alienate Referral Sources. Would you like it if the only time someone contacted you were when they wanted something? Don’t do this to your referral sources. Instead, provide valuable information and maintain a relationship.
Referrals Dos 1. Ask Specifically for “Who”. When asking for a referral, always ask for a specific "who". This will get you a highly qualified lead and most often positive results. For Example: Who do you know who is currently looking to buy a home? Or, Can you tell me who in your family is looking to buy a home?
2. Ask Regularly. If you only occasionally ask for referrals, you will get limited referrals. Asking regularly will get you many more valuable referrals.
3. Document Referrals Immediately. Worse than not getting a referral is letting a referral slip away.
4. Develop a System. Use a systematic approach to increase your referrals. Have a mechanism for asking, receiving and following-up.
next: Realty Broker Office Using New Style Referrals Real Estate Database / Software Features: click here
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