When you work by referral, your relationships drive your business. You offer your clients outstanding customer service and your clients are likely to refer you to their family and friends when they hear they need a real estate agent. However, unless you ask your clients to refer you to other great people like them, they may not remember when they hear a family member or friend is in the market to buy or sell. While the best time to ask for a referral is when you’re working with someone, you can ask for one anytime you speak with your clients.
Since the summer is a busy time in real estate, you have a ton of opportunities to ask for referrals. When you get some, here is how to show your appreciation.
• Acknowledge it immediately. Once you’ve entered the referral’s information into Referral Maker CRM, be sure to reach out to the client who referred them to thank them for the referral. Not only is it polite, saying “thanks” right away will ensure you don’t forget to do so later on.
• Give a small and useful gift to the referrer. You don’t have to break the bank or undertake a grand gesture; a gift card from Starbucks or their favorite restaurant or store is a thoughtful idea. Or, if you know the client really well, go for a more personal item.
• Write a personal note. Be sure to not only thank them for the referral, but also assure them you’ll take good care of their loved one or friend.
Remember, these rewards are tokens of appreciation for referring you, not a guarantee. They should be seen as a heartfelt ‘thank you’ for referring, not as payment for referring business. While it’s wonderful when leads close, it’s the act of referring that counts, not so much the viability of the lead. Every time your clients refer you, you have the opportunity to build your relationships and increase the chances of more referrals in the future. Rely on Referral Maker CRM to help you keep track of your referrals.