Who are the best advocates for your business? Your current clients! Having a transaction in progress puts you in frequent contact with them, which positions you at the forefront of their minds. Since they’re receiving the best service from you, they may be apt to refer you to friends, family, co-workers and others who are in the market to buy or sell a home. Just be sure to ask.
The Referral Dialogue consists of three parts:
1. Educate your client as to how the industry works.
“Most people spend the majority of their time and resources prospecting for new business—things like cold calling, door knocking, advertising, etc.”
2. Explain how you work.
“I don’t do any of that. I devote myself to serving the needs of my clients before, during and after each transaction. All I ask is that while I’m working for you, I would like you to refer me to people of comparable quality to yourself, who are thinking of the type of service I provide, and who would appreciate this same level of attention.”
3. Clarify the benefits to you clients.
“You see, as long as you and my other clients keep referring me, I don’t have to go out prospecting like everyone else and I can do an even better job working for you. Does that make sense?”
Things to remember:
• Reiterate how you work to your clients several times. After all it takes hearing it at least six times before most people understand the process.
• You can use this dialogue with the businesses you work with as well.
• Ask for a referral while you’re working with them; you can also tie it into a Pop-By once the transaction has closed.
The Referral Dialogue is just one of Brian Buffini’s proven dialogues featured in Referral Maker™ CRM, the only real estate CRM to have these valuable resources. Referral Maker allows real estate professionals to input and track statistics related to their local markets as well as their individual statistics, client information and appointments. Click here to learn more and to start using Referral Maker CRM today.