So, you want to enjoy a stream of reliable leads without having to spend all of your time and money on promotional advertising that may not produce the results you want? Then, work by referral. Working by referral allows you to generate leads by providing excellent service to your best clients. You’re able to increase you leads through the relationships you build with your database. When you rely on referrals for the majority of your leads, it’s essential to build strong, lasting relationships. Here are a few tips.
Acquire New Relationships
You have the opportunity to build new relationships every time you receive a referral. People refer you because of the stellar service and expertise that you provide. They want to ensure that their friends and loved ones are taken care of in the same way that they are. When someone is referred to you, you have a blank slate. It’s your opportunity to extend to them the same great service you offer to all of your clients. To ensure that you’re the go-to real estate professional for your clients, top producer Joe Niego recommends using the Mayor Campaign dialogue: “Oh, by the way… if you were buying or selling a home or had a friend or family member who was, do you have a Realtor® you’d refer them to?” If they say “no,” ask if you can be that agent.
Maintain Your Current Relationships
Once you’ve established a relationship with your clients, it’s important to stay connected to them and keep the lines of communication open. One way to do this is by focusing on relational promotion. When you send your clients an informational flyer each month, call them on the phone, send a personal note or deliver a small Pop-By item to their home or office, you maintain your connection to them. Brian Buffini’s Referral Maker™ real estate CRM software makes sure that you connect with everyone in your database by using Referral Intelligent Technology™ to create a list of clients to contact each day based on your prioritized database.
The best time to ask for a referral is when you’re currently working with clients. Explain to your clients that in order to focus on their needs, you rely on referrals to drive your business. Then ask them to refer any other great folks they know to you.
Prioritize Your Relationships
When you work by referral, it’s vital to connect with everyone in your database. However, the prospect of connecting with everyone, especially if you have a large database, can be intimidating. That’s why we recommend sorting your clients into categories:
A+ clients are those have sent you multiple referrals.
A clients would most likely refer you.
B clients would refer you, if asked and shown how.
C clients might refer you in the future.
D clients are the difficult clients that should be deleted from your database.
Referral Maker CRM will help you to ensure that you connect with each client based on how they are categorized, with your A+ and A clients receiving more contact than your B and C clients. However, you are sure to contact everyone in your database over time.
Your relationships are the bread and butter of your business. Every person you work with and add to your database has the potential to send one or more referrals your way. Make sure you keep those lines of communication open so that you can enjoy more referrals.