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Referrals are
highly qualified leads; after all the person
providing you with the referral knows you and
the other person. While there are
some dos and don'ts, the key to getting referrals is to simply ask, ask
often, ask regularly and to systematically keep track of it all.
Here are the
KEY Components to Getting Referrals
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. 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?
4. Ask Regularly. If you only
occasionally ask for referrals, you will get limited referrals.
Asking regularly will get you many more valuable referrals.
5. Document Referrals Immediately.
Worse than not getting a referral is letting a referral slip away.
Research
reveals that you
should manage your referrals like you manage your closings. Keep in
contact, provide valuable information, and say thank you.
Referrals
is
included with your Realty Broker
Office™ real estate software. There is no
additional cost for this feature. Referrals isn't the only extraordinary feature
included.
You get complete
solutions to manage and grow your business.
see also
How to Go from Low
to High Profits
see
also
Running a Profitable
Office
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